AVP / VP, GTM Strategic Leader

ServiceNow•Santa Clara, CA

9h•Remote

About The Position

ServiceNow is seeking an exceptional GTM Strategic Leader—an architect of transformative growth and a catalyst for innovation—who will propel our $1.2B Security and Risk portfolio, growing double digits today to new heights. This portfolio spans across Risk and Security and growth ahead. The successful candidate will seamlessly blend visionary strategic foresight with deep operational mastery, acting as a trusted advisor to senior customers and internal stakeholders. This role requires expertise in orchestrating cross-functional strategies, driving enterprise-wide alignment, and leading large-scale transformations. Success will be measured by the ability to generate a robust pipeline, ensure comprehensive coverage, and consistently surpass global NNACV targets. The ideal leader is a dynamic, influential operator—skilled at engaging CISOs and CROs (Chief Risk Officer), with deep CISO, Risk and Security experience, shaping strategic direction, and translating vision into scalable, customer-centric execution. This executive will thrive in complexity, expertly manage diverse portfolios, and deliver impactful change at scale. Reporting directly to the GVP, Horizontal Solutions, this role is a cornerstone of the Horizontal Solution leadership team, entrusted with shaping ServiceNow’s future trajectory and driving sustained market leadership.

Requirements

20+ years of progressive experience in GTM strategy, business operations, or customer success, Security and Risk experience, including 5+ years in GTM leadership and 5+ years in senior executive roles.
Demonstrated “AI-first” mindset and a relentless growth orientation.
Proven success driving strategic initiatives and operational execution in complex, matrixed environments.
Deep expertise in CXO-level (specifically CISO and Chief Risk Officer) engagement and executive influence.
Exceptional analytical, communication, and storytelling abilities.
Experience in SaaS, cloud, or enterprise technology strongly preferred.

Nice To Haves

MBA or equivalent advanced degree is advantageous

Responsibilities

Strategic Leadership: Define and execute the GTM strategy across ServiceNow’s Risk and Security business —ensuring alignment with corporate objectives and market dynamics.
Collaborative Partnerships: Forge and deepen strategic alliances, notably with the M&A teams expanding the R&S portfolio, to deliver joint GTM strategies and drive sales excellence.
Innovation & Transformation: Reimagine CISO and Chief Risk Officer (CRO) GTM through inventive pricing, packaging, and sales programs that set new industry benchmarks.
Enterprise Alignment: Partner with Product, Geo, Account, Industry, Solution, Marketing, Customer Excellence, Partners, and Analytics leaders to create clarity, synchronize execution, and maximize impact.
Executive Engagement: Cultivate and sponsor high-level relationships with CISO, Chief Risk Officers at leading global enterprises.
Customer-Centricity: Champion a culture where customer feedback directly informs product and GTM decisions, embedding customer-centricity at every level.
Operational Excellence: Drive cross-functional alignment across GTM motions—launch planning, enablement, and performance tracking—while optimizing operating models, governance, and KPIs for scalable accountability.
Enablement & Growth: Design innovative enablement strategies to upskill sales and GTM teams, fostering a high-performance, growth-oriented culture.
Market Leadership: Anticipate market trends, competitive shifts, and emerging technologies to ensure ServiceNow’s GTM strategy remains ahead of the curve.
Brand Stewardship: Represent ServiceNow at premier industry forums and with customers as an Executive Sponsor, amplifying brand reputation.
Team Leadership: Inspire and mentor a global team of 6 GTM strategists and operators, plus an extended team of 100+ across two disciplines, cultivating innovation, collaboration, and continuous improvement.

Benefits

Executive-level visibility and impact.
A dynamic, collaborative environment with top-tier talent.
Competitive compensation and benefits.
Opportunities for growth and leadership across the organization.
Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure.
We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs.

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