CIO Strategic Initiatives GTM Lead, ServiceNow

$163.4-269.6k

+ Variable/incentive compensation and ESPP. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure

Expert level

Remote from Canada, US

Cloud-based digital workflows for enterprises

Be an early applicant

Cloud-based digital workflows for enterprises

1001+ employees

B2BEnterpriseInternal toolsProductivitySaaSCloud Computing

Be an early applicant

$163.4-269.6k

+ Variable/incentive compensation and ESPP. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure

Expert level

Remote from Canada, US

1001+ employees

B2BEnterpriseInternal toolsProductivitySaaSCloud Computing

Company mission

To transform IT to revolutionize the enterprise.

Job

Company

Role

Who you are

This role is ideal for a results-oriented professional with a passion for customer-centric innovation and cross-functional collaboration
15+ years of experience in GTM strategy, solution sales, business operations, or customer success, with at least 5 years in a senior leadership role
Proven track record turning strategy into durable, repeatable, and scalable GTM execution with measurable pipeline growth
Experience building and scaling playbooks and buyer motions across industries and geographies
Strong analytical skills, including familiarity with account planning models (e.g. buying propensity) and signal-led decisions
Deep experience engaging senior stakeholders (e.g. CIOs) and influencing executive decision-making
Strong communication and storytelling skills
Experience in SaaS, cloud, or enterprise technology preferred
Familiarity with IT workflows (ITSM, ITOM, Asset Management, Portfolio) and adjacent domains is a plus
MBA or equivalent advanced degree is a plus

What the job involves

As the CIO Strategic Initiatives GTM Lead, you will drive the growth strategies for our CIO (IT) solutions portfolio, and drive cross-product solution offerings with other product groups
Reporting directly to the VP, Global Head CIO solutions GTM, you will be the owner for priority CIO initiatives – turning strategic insights into repeatable, scalable GTM motions, sales plays, and assets (e.g. playbooks) for the team
Own a focused set of priority CIO strategic initiatives (e.g., AI-Native adoption) end to end – taking each from launch to a repeatable program that reliably leads to pipeline generation, progression, and customer retention
Build, maintain, and activate the CIO sales playbooks (e.g. value story, buyer conversations), prioritized plays, and messaging – so teams run each motion consistently across regions (AMS, EMEA, APAC, Japan) and industries to drive NNACV
Run sales readiness and enablement workshops so Core and Solution Sellers can execute the plays with confidence; incorporating feedback into future training
Support the Autonomous IT motion by increasing attach rate of IT solutions and expansion across all CIO deals, in alignment with GTM priorities around selling the NOW platform
Elevate, simplify, and transform solution messaging in partnership with Product Solution Marketing (PSM), ensuring clarity and impact across all channels
Collaborate with the Technology Workflow (TWF) BUs to develop and refine GTM strategies, including insights into pricing, packaging, and market positioning, as needed
Drive integration of GTM initiatives across Global Partnerships & Channels (GPC), Customer Excellence Group (CEG), PSM, and Industry Solutions to ensure scalability and performance tracking
Support partner co-sell strategy and solution partner enablement to unlock joint growth and market reach
Stay ahead of market trends, competitive shifts, and emerging technologies to inform GTM strategy and positioning
Represent the company at industry events, panels, and executive forums
Lead propensity modelling exercises: using data and buying signals to focus investment decisions, prioritizing the accounts, industries, and regions most likely to convert and scale
Support high-impact deals across stages – from planning and discovery through client workshops – advising field and geo leadership on strategic execution and customer unlock
Foster a culture of innovation, collaboration, and continuous improvement
Opportunities for growth and leadership across the organization
What we offer:
Senior leader level visibility and impact
A dynamic, collaborative environment with top-tier talent

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 7,700 customers, including 85% of the Fortune 500 list of the United States' largest corporations. ServiceNow now looks to increase its revenue threefold in the 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 $15B, something which its Visa partnership will no doubt aid in achieving.