Senior Director of Strategic Customers, ServiceNow
Global 360 Deals, Elevate
$202.5-364.5k
Salary is benchmarked on US rates and may vary in other locations. Plus variable/incentive compensation and ESPP
Cloud-based digital workflows for enterprises
Be an early applicant
Cloud-based digital workflows for enterprises
1001+ employees
Be an early applicant
$202.5-364.5k
Salary is benchmarked on US rates and may vary in other locations. Plus variable/incentive compensation and ESPP
1001+ employees
Company mission
To transform IT to revolutionise the enterprise.
Role
Who you are
- 10+ years in Strategic Sales, GTM Strategy or GTM Finance, ideally in SaaS or enterprise tech
- Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry
- Proven experience managing complex, cross-functional transactions with executive-level stakeholders
- Strong understanding of internal business functions (HR, Finance, Legal) and their Procurement process/decisions
- Experience balancing top-line growth with cost structures and investment planning
- Excellent program management skills and ability to manage multiple stakeholders and priorities simultaneously
- Strategic thinker with a bias for execution and outcomes
- Skilled at building trust and influence across matrixed organizations
- Analytical and structured, with a process-oriented mindset
- Strong communicator with the ability to synthesize and present complex issues clearly
- Comfortable operating in ambiguity and helping bring clarity to others
- Collaborative, proactive, and business outcome-focused
- Intrinsically curious about emerging technologies and their application in solving business challenges
- Team player of unquestionable integrity, credibility, and character
- Experience within a large organization; ability to quickly establish trust-based relationships internally to get support for customer sales objectives
- Strong leadership, problem solving, and decision-making abilities
- Continuous improvement and growth mindset
What the job involves
- Reporting to the VP, Strategic Customers - Global Revenue Programs (Elevate), the Strategic Customers – Global 360 Deals (Elevate) Senior Director will be joining a broader team focused on driving high-impact global strategies that support ServiceNow’s long-term revenue growth and profitability through larger and more strategic transactions at scale
- As the Strategic Customers – Global 360 Deals (Elevate) Senior Director, you will serve as the central business unit liaison to global sales teams for ServiceNow’s business-enabling functions—including Product Engineering and Global Cloud Services as it relates to 360 deal activity
- You’ll bring together cross-functional stakeholders to shape deal strategy, streamline “Buy From” execution, and ensure alignment between business needs, risk considerations, and sales objectives
- You’ll play a pivotal role in improving GTM efficiency, accelerating deal velocity, and balancing OPEX investment with NNACV growth
- Your work will also drive consistency and insight across 360 activities, including supporting natural event planning and helping the organization avoid value leakage from unplanned or misaligned deal activity
- Act as the global BU liaison to sales teams and Global Cloud Services/Product Engineering business-enabling ServiceNow functions
- Act as a global liaison to sales / GTM teams and global partnerships w/ Value Added Resellers and also System Integrators
- Represent a unified “Buy From” perspective, streamlining access and coordination for the sales organization
- Leverage strong relationships with executive sponsors, sourcing, and customer advocacy to facilitate alignment and speed
- Design and implement a structured approach to identify and act on natural buying events that drive incremental revenue
- Working with Sales Operations and other Sales Strategy teams, establish visibility into 360 deal activity across regions and functions, creating a unified view for tracking and strategic planning
- Improve consistency, accountability, and velocity across buy-from aspects of the 360-deal lifecycle
- Collaborate with Elevate’s Complex Deal Execution team/Sales to shape and execute 360 deals that align to GTM strategy and business priorities and strike the optimal balance between investment and revenue generation in strategic deals
- Support execution of complex transactions by guiding deal architecture, risk mitigation, and internal stakeholder engagement
- Cultivate trusted relationships with business owners across the enterprise to support proactive deal engagement and GTM alignment
- Act as a strategic advisor across functions, translating business goals into actionable deal strategy
- Partner closely with Finance, Revenue Accounting, Global Sourcing, Legal and other stakeholders to streamline deal approval and execution pathways
- Lead post-mortems and insights generation for closed 360 deals, translating outcomes into scalable process improvements and strategy refinements
- Evolve frameworks such as the decision matrices, budgeting guidance, and approval processes to enable faster, smarter deal execution
- Measure of success:
- Increased speed and effectiveness of 360 deal execution
- Scaled adoption of 360 strategies, processes, and operations
- Strong feedback from Elevate Complex Deal Leaders, internal sales and business unit stakeholders
Our take
ServiceNow provides cloud-based solutions that define, structure, manage, and automate services for enterprise operations, transforming old, manual ways of working into modern digital workflows. The company was founded in 2004 with a vision to build a cloud-based platform that would enable regular people to route work effectively through the enterprise.
Much as Salesforce enables a company to manage its external clients by keeping a record of all contacts and interactions, ServiceNow promises an internal system to meet the needs of employees. It has succeeded in claiming half the market, setting itself apart from legacy IT service-management software players like BMC Software, Hewlett Packard Enterprise, Cherwell Software and CA Technologies.
The company's success comes from two product traits: simplicity and customisability. ServiceNow's IT tools don't require the IT department to set them up. Once running, they offer a single collection centre for requests, data points and checklists, all of which can in turn be analysed by algorithms to predict needs, flag concerns and measure efficiency.
The company has more than 7500 customers, including 80% of the Fortune 500 list of the United States' largest corporations. ServiceNow now looks to increase its revenue threefold in upcoming years and has entered into a 5-year partnership plan with Visa, beginning with the launch of a Visa-integrated dispute resolution solution for issuers. The company is prioritising organic growth over mergers and acquisitions, with a target revenue of $15 billion, something which its Visa partnership will no doubt aid in achieving.
Freddie
Company Specialist at Welcome to the Jungle
Insights
16% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Mar 2012
$11m
GROWTH EQUITY VC
Feb 2012
$17.9m
GROWTH EQUITY VC
Total funding: $83.8m
Company benefits
- Commuter benefits
- Annual learning stipends
- Work from home opportunities
- Generous family leave
- Matched donations
- Flexible PTO
- 401(k) matching
- Paid volunteer time
Company HQ
Santa Clara, CA
Leadership
Fred Luddy
(Founder & Chairman Of The Board)Previously Software Developer at Amdahl Corporation for 4 years and CTO at Peregrine Systems for 13 years.
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