Director, Global 360 Lead, ServiceNow
East Coast
$192.6-280.1k
+ Equity (when applicable), variable/incentive compensation
Cloud-based digital workflows for enterprises
Be an early applicant
Cloud-based digital workflows for enterprises
1001+ employees
Be an early applicant
$192.6-280.1k
+ Equity (when applicable), variable/incentive compensation
1001+ employees
Company mission
To transform IT to revolutionize the enterprise.
Role
Who you are
- 12+ years in Strategic Sales, GTM Strategy, Deal Strategy, or GTM Finance, ideally in SaaS or enterprise technology
- Proven experience managing complex, cross-functional transactions with executive-level stakeholders across multiple business units and geographies
- Deep understanding of internal business functions (Finance, Legal, Product, Engineering) and their decision-making processes
- Experience designing deal structures, validating business cases, and managing deal economics at scale
- Demonstrated ability to build and maintain trust across matrixed organizations; experience influencing without direct authority
- Exceptional program management skills with the ability to manage multiple stakeholders, timelines, and priorities simultaneously
- Strategic thinker with a bias for execution and measurable outcomes
- Skilled at building trust and influence across matrixed, global organizations
- Analytical and structured, with a process-oriented mindset
- Strong communicator—able to synthesize and present complex issues clearly to C-level and operational stakeholders
- Comfortable operating in ambiguity and helping bring clarity to others
- Collaborative, proactive, and business outcome-focused
- Intrinsically curious about business model innovation and emerging technologies
- Team player of unquestionable integrity, credibility, and character
- Experience in large global organizations; proven ability to establish trust-based relationships across geographies and functions
- Strong leadership, problem-solving, and decision-making abilities
- Growth mindset with commitment to continuous learning and improvement
What the job involves
- Reporting to the VP, Strategic Revenue Engagements, the Director, Global 360 Lead will be the primary subject matter expert and global orchestrator for complex, cross-geography 360 deal strategy
- You'll anticipate customer needs, design and validate deal structures ahead of escalation, and lead end-to-end strategy for cross-geography 360 opportunities that span multiple business units, regions, and business-enabling functions while balancing OPEX investment, risk considerations, NNACV growth, and long-term profitability
- As the Global 360 Lead, you'll serve as the primary SME for complex global deal structuring and construct design, including Buy From strategy and execution
- You'll maintain cross-business unit (BU) intelligence, proactively identify emerging deal patterns and natural buying events globally, drive cross-functional alignment on multi-BU deal threads, and evolve the global 360 deal execution playbook to improve GTM efficiency, accelerate deal velocity, prevent value leakage, and drive consistency across all geographies
- Lead end-to-end strategy for complex 360 deals; anticipate customer needs and act ahead of escalation to prevent deal stalls
- Serve as SME for complex global deal structuring and construct design, engaging early on high-complexity transactions
- Shape Buy From strategy for global 360 opportunities, aligning internal business commitments, procurement dynamics, investment trade-offs, and sales objectives
- Proactively build and validate business cases for high-value global transactions; maintain operational rigor on deal economics, financial constructs, OPEX investment, and NNACV impact
- Maintain cross-BU intelligence and proactively identify emerging deal patterns and strategic opportunities globally
- Own the global portfolio view of active and emerging 360 opportunities, including intake, qualification, prioritization, patterns, blockers, whitespace, and unified visibility across geographies, functions, and business units
- Drive cross-functional alignment on multi-BU deal threads; productively resolve blockers before they derail deals
- Prepare executive-ready recommendations on deal strategy, trade-offs, risks, and approval paths for the most complex global opportunities
- Own and continuously evolve the global 360 deal execution playbook
- Build and push best practices to the field proactively; create alignment on deal execution standards across geographies
- Define the global governance and intake model for identifying, qualifying, prioritizing, and routing 360 opportunities consistently across regions
- Enable Geo Leads with repeatable guidance, templates, decision frameworks, and coaching to drive consistent execution while adapting to local market needs
- Continuously surface and operationalize natural buying events, renewal cycles, and expansion opportunities to drive incremental global pipeline and avoid value leakage from unplanned or misaligned deal activity
- Establish an operating cadence with Geo Leads and key stakeholders to inspect pipeline, deal quality, execution risks, and required interventions
- Lead strategic partner (SI/Spend/SPC) engagement on Large Global Programs; proactively engage on complex partnership constructs
- Build deep cross-functional relationships and maintain executive alignment
- Cultivate trusted relationships with business owners and executive sponsors across the enterprise to support proactive deal engagement and GTM alignment
- Serve as the global liaison across business-enabling functions such as Product Engineering, Global Cloud Services, Finance, Legal, Global Sourcing, Revenue Accounting, and executive sponsors when 360 activity requires enterprise-wide alignment
- Act as a strategic advisor across functions, translating business goals into actionable deal strategy and construct recommendations
- Partner closely with Finance, Revenue Accounting, Global Sourcing, Legal, and other stakeholders to streamline deal approval and execution pathways
- Own escalation management for complex cross-functional blockers that span Finance, Legal, Product, Sourcing, Revenue Accounting, and executive sponsors
- Drive continuous improvement and insights generation
- Lead post-mortems and insights generation for closed global 360 deals, translating outcomes into scalable process improvements, approval pathway refinements, and strategy updates that reduce repeat friction
- Identify commercial innovations, partnership models, and deal constructs that can be scaled globally based on what is working in-market
- Own and continuously evolve the global 360 deal execution playbook; push best practices to the field proactively
- Evolve frameworks such as decision matrices, budgeting guidance, and approval processes to enable faster, smarter deal execution
- Measure of Success:
- Increased speed and effectiveness of global 360 deal execution across all geographies
- Scaled adoption of 360 strategies, processes, and operating standards across the field
- Proactive identification and qualification of high-value cross-geography opportunities ahead of field escalation
- Strong feedback and trust from Elevate Complex Deal Leaders, geographic deal leads, and internal cross-functional stakeholders
- Improved ability to balance investment discipline with revenue growth, including reduced value leakage and stronger alignment between OPEX commitments and NNACV outcomes
- Demonstrated improvement in deal economics, construct quality, and execution rigor over time
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.
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
- Generous family leave
- Matched donations
- Annual learning stipends
- Flexible PTO
- Competitive retirement plan
- Paid volunteer time
Company HQ
Santa Clara, CA
Salary benchmarks
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