Director, Customer Outcomes GTM

Job Description

Role Overview 

We’re in growth mode across the INDIA region—and looking for a seasoned, strategic, and high-impact Services Sales Leader to drive our Professional and Strategic Services business. This role comes with a clear booking revenue and margin target and will be a key force behind expanding ServiceNow’s footprint through business transformational, value-led services engagements all configured on the ServiceNow AI Platform.

You will not only lead a high-performing team but also serve as a strategic pillar of our Customer Excellence Group (CEG) organisation—working across functions to influence customer adoption, retention, and value realization. This role is central to our mission: to make ServiceNow the best buying decision our customers have ever made.

This role isn’t just about growth—it's about AI and Business transformation. You’ll be responsible for driving large, complex, and transformational service-led deals with some of the most strategic customers across the region, while also coaching and developing your team to build those same capabilities.

What You’ll Do 

• Own the INDIA sales strategy for Services (Professional services and Customer Success), aligning with all Field Sales, Partners, and Marketing to deliver a seamless “land‑and‑expand” motion
• Develop and close business and technology lead transformational, end to end services deals that elevate the customer relationship and accelerate business value realization
• Coach and mentor your team to identify, shape, scoping and close complex service engagements, building long-term capability across the region
• Own and deliver against a defined Services booking, revenue and margin target across INDIA
• Drive consistent forecasting, pipeline growth, and operational discipline to support predictable bookings, margin and revenue and well as qualify opportunities and scoping.
• Recruit, develop, and lead a high-performing GTM team with a focus on coaching, development, and quota & participation performance
• Partner with field teams on opportunity qualification, pipeline health, territory planning, and account strategies
• Build deep, trusted relationships with customer C‑suite and internal stakeholders across functions
• Collaborate closely with Services Sales Pre-Sales, Services Delivery, Product Management, Customer Success, and Field Sales

What Success Looks Like 

• Exceeded Services-led bookings, revenue and margin targets across INDIA
• Closed high-value transformational deals that materially impact customer strategy and platform adoption
• Develop a high-performing Services Sales team with repeatable plays for value-based selling
• Aligned regional efforts to CEG’s broader KPIs, influencing outcomes well beyond services sales, such as NPS, Attrition and Net New Licenses Sales
• Strengthened cross-functional relationships across Field, Services Delivery, and Customer Success

Why You’ll Love This 

• Be at the forefront of one of ServiceNow’s fastest-growing markets in APAC — India
• Play a key role in delivering on ServiceNow’s Customer Excellence Group (CEG) strategy
• Lead the Services motion that directly enables customer value and company growth
• Be part of the incredible CEG India leadership team
• Competitive compensation package including bonus, stock, and benefits
• Join a fast-moving, inclusive, and high-performance culture focused on customer success
• A rare opportunity to build transformational customer journeys that shape the future of work