Senior Manager, GTM Readiness - Operations and Field

ServiceNow•San Diego, CA

About The Position

ServiceNow is seeking a Senior Manager to lead strategic operational and field readiness across its go-to-market motion. The role translates launch and transformation objectives into clear, executable strategies and plans, ensuring business processes, tools, and field teams are prepared to transact, sell, position, and demonstrate new and evolving offers. The leader is expected to bring clarity to ambiguous initiatives, define outcomes and measures of progress, and connect operational rigor with seller and customer needs. The position leads the stand-up and transformation of Lead to Cash processes, including quote, contract, order, billing, and renewal, and coordinates readiness across sales and operational processes and tools. It also develops scalable field-readiness frameworks and programs, aligning field preparation with operational readiness. The Senior Manager defines and tracks readiness KPIs, analyzes results, communicates progress to stakeholders and senior leadership, and identifies customer- and partner-focused improvement opportunities. The role works across matrixed teams and requires influence without direct authority.

Requirements

At least 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.
A 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, with the ability to influence without direct authority and align diverse stakeholders.
Comfort operating in ambiguity and 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 propositions, and launch objectives, and translate them into readiness strategies.
Define the scope, sequencing, dependencies, and success criteria for operational and field readiness efforts.
Develop and drive execution plans with clear owners, milestones, risks, and decision points, delivering on time, on budget, and with quality.
Lead the stand-up and transformation of Lead to Cash processes covering quote, contract, order, billing, and renewal.
Ensure new offers and business models are transactable, and ensure readiness across sales and operations processes and tools for all sales roles.
Work with Monetization, Legal, Compliance, Revenue, Sales Operations, and Deal Desk to resolve process gaps and align how offers are sold and closed.
Drive digitization and automation initiatives to improve speed, quality, and scale.
Develop and execute field-readiness plans that prepare sellers, technical sales, and demo teams to sell and position offers confidently.
Create scalable, repeatable readiness frameworks for future launches and address gaps and overlaps in enablement efforts.
Establish cadences and tools to keep field readiness aligned with operational readiness.
Define and manage leading and lagging readiness KPIs, and drive action plans to improve performance.
Conduct analysis and provide data-driven recommendations for leadership decisions.
Deliver progress updates to stakeholders and senior leadership.
Apply a customer and partner lens to identify and act on optimization opportunities.
Build and develop high-performing teams through matrixed people leadership.