About the company
It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.
Responsibilities
- Own Deal Outcome & Business Impact: Drive the complete deal lifecycle as the business strategist and executive deal leader. Own the strategic hypothesis for transformation from initial customer vision all the way through to value driving deal shaping, commercial architecture, and handoff into post-sale.
- Shape Transformational Hypotheses Using Platform Depth: Partner with the Transformational Platform Consultant to connect customer business imperatives to the ServiceNow platform as a unified operational backbone. Develop a North Star vision that shows how NOW enables measurable outcomes.
- Orchestrate Cross-Functional Pursuit Execution: Act as the single point of accountability for deal momentum. Mobilize Partners, Value teams, GTM, Enterprise Architecture, Hyperscalers, Finance, Legal, Revenue, etc into one unified pursuit with clear ownership.
- Build Commercial Models That Unlock Transformational Investment: Challenge assumptions about what transformational deals can look like. Invent new commercial structures (outcome agreements, platform commitments, co-investment models, pricing ramps) that align customer risk with platform value realization.
- Create Executive Conviction Through Outcome Clarity: Craft C-suite narratives that connect business imperatives to platform capabilities to measurable operational outcomes. Move customers from curiosity → confidence → commitment by simplifying complexity and making the transformation case irrefutable.
Requirements
- Proven experience in leading transformational opportunities end-to-end, from first strategic engagement through close and into early customer success.
- Deep understanding of the ServiceNow platform and its capabilities to drive operational transformation.
- Strong commercial acumen and ability to architect complex deals.
- Excellent executive communication and storytelling skills.
- Ability to orchestrate cross-functional teams and partners.
- Experience in enterprise software sales or consulting, preferably in a senior role.