The Global GTM Transformation & M&A team at ServiceNow helps drive clarity, operational efficiency, and data-informed decision-making across our global Sales, Customer Success, and Partner ecosystem. As we continue to scale, we are seeking a Director, GTM Transformation who can balance strategic thinking, influence, and accountability with hands-on execution.
Help shape AI’s impact on how sellers work and interact with customers by collaborating across teams to drive ServiceNow’s go-to-market strategy. This role partners with executives in Sales, Marketing, Customer Success, and Product to deliver transformation programs that support scalable growth and improved margins.
Key Responsibilities
GTM Strategy:
- Define GTM transformation initiatives in partnership with executive leadership, focusing on revenue growth, customer acquisition efficiency, and cost optimization.
- Develop business cases for key transformation initiatives, including expected ROI, timelines, and success metrics
- Identify and benchmark best-in-class GTM operating models and practices across SaaS peers and the broader enterprise ecosystem
GTM Operational Execution
- Build and manage cross-functional workstreams to deliver measurable improvements in pipeline generation, conversion rates, retention, and CAC efficiency
- Develop and enhance operating frameworks (e.g., playbooks, reporting cadences, templates) that drive consistency and performance across regions and functions.
- Collaborate closely with GTM Ops, Marketing, Customer Success, Finance, Product, Analytics, HR, and Enablement to drive priorities and deliverables
Stakeholder Engagement & Change Management
- Align senior stakeholders and communicate progress, wins, and lessons learned across executive audiences
- Build trusted relationships with key cross-functional partners and drive alignment on shared business objectives
- Champion a culture of execution excellence, continuous improvement, and ownership across the GTM Strategy team