Senior Manager, GTM Readiness - Operations and Field

ServiceNow•San Diego, CA

6d•$139,900 - $244,800

About The Position

ServiceNow is seeking a Senior Manager to lead strategic operational and field readiness across its go-to-market motion. The role sets direction for complex launches and turns that direction into executable plans, ensuring that business processes, tools, and field teams are ready to transact, sell, position, and demo new and evolving offers—from back-office operations through customer engagement. The successful candidate will bring clarity to ambiguous launches and transformations, define outcomes and measures of progress, influence without direct authority, and connect operational rigor with seller and customer needs. The role also leads business process transformation and develops scalable frameworks that can be reused across launches. The Senior Manager partners with Product, Sales, and GTM leaders to translate strategy, value propositions, and launch objectives into readiness strategies. They lead the stand-up and transformation of Lead to Cash processes and coordinate operational readiness across sales processes and tools. They also develop field readiness plans, establish alignment between field and operational readiness, measure results, analyze performance, and communicate progress to stakeholders and senior leaders.

Requirements

8+ years of experience in GTM operations, business process transformation, field readiness, sales enablement, product launches, or a related area.
Hands-on experience standing up or transforming Lead to Cash processes in a SaaS or enterprise environment.
Proven track record of setting strategy and driving execution across operational and field-facing teams in matrixed organizations.
Strong analytical, facilitation, and project management skills, including the ability to turn complex information into clear plans and recommendations.
Excellent executive presence and communication skills, including the ability to influence without direct authority and align diverse stakeholders.
Ability to operate amid ambiguity and in fast-paced, multi-priority environments.
Matrixed people leadership experience, including building and developing high-performing teams.

Nice To Haves

Experience with SaaS offer launches, including idea to offer and goal to commission processes.
Experience building field readiness frameworks or enablement programs.
Background in technical sales, sales engineering, or product-led GTM.
Familiarity with CPQ, CLM, deal desk, and sales systems.

Responsibilities

Partner with Product, Sales, and GTM leaders to understand strategy, value proposition, and launch objectives, and translate them into a readiness strategy.
Define scope, sequencing, dependencies, and success criteria for operational and field readiness efforts.
Develop and drive detailed execution plans with owners, milestones, risks, and decision points, completing work on time, on budget, and with quality.
Lead the stand-up and transformation of Lead to Cash processes spanning quote, contract, order, billing, and renewal, ensuring new offers and business models can be transacted.
Ensure readiness across sales and operations processes, including goal to commission, account planning, and deal lifecycle, and tools such as CPQ, CLM, and dashboards for all sales roles.
Work with Monetization, Legal, Compliance, Revenue, Sales Operations, and Deal Desk to resolve process gaps and align on selling and closing new offers.
Drive digitization and automation initiatives that improve speed, quality, and scale.
Develop and execute field readiness plans for new and evolving offers, preparing sellers, technical sales, and demo teams to sell and position confidently.
Create scalable, repeatable readiness frameworks for future launches and address gaps and overlaps in enablement efforts.
Establish the cadence and tools that align field readiness with operational readiness.
Define and manage leading and lagging KPIs for operational and field readiness, and drive action plans to improve them.
Conduct rigorous analysis and provide data-driven recommendations for leadership decisions.
Deliver clear progress updates to stakeholders and senior leadership.
Apply a customer and partner lens across the journey to identify and act on optimization opportunities.
Build and develop high-performing teams through matrixed people leadership.