Director, GTM Transformation – Global GTM Transformation
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
- 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
- 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
- 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
Benefits
- equity (when applicable)
- variable/incentive compensation
- health plans, including flexible spending accounts
- a 401(k) Plan with company match
- ESPP
- matching donations
- a flexible time away plan
- family leave programs
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What This Job Offers
Job Type
Full-time
Career Level
Director
