Director, GTM Transformation – Global GTM Transformation

ServiceNow•Santa Clara, CA

1d•Remote

About The Position

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.

Requirements

Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI’s potential impact on the function or industry.
10+ years of experience in GTM strategy, or enterprise SaaS environments (combination preferred)
Strong ability to bridge technical expertise with business priorities, influencing direction and driving adoption
Track record of driving global GTM programs with measurable impact on revenue and margin
Experienced with executive alignment and governance for GTM transformation KPIs and OKRs across multiple initiatives
Experienced in delivering AI-powered programs from concept through scale, with measurable business impact
Strong analytical and problem-solving skills, including experience working with large datasets and building business models
Excellent communication skills; able to develop executive-ready materials and influence at all levels.
High sense of ownership and bias toward action; thrives in fast-paced, ambiguous environments.
Collaborative mindset and ability to lead through influence across teams and functions.
Bachelor’s degree required

Nice To Haves

MBA or advanced degree a plus.

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