Company Description
It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.
Job Description

WHAT YOU GET TO DO IN THIS ROLE:

The Global Solution Sales, GTM Programs, and Sales Plays organization is on a journey to innovate across ServiceNow’s go-to-market (GTM), delight our customers, and fuel our unparalleled climb to $30B+. We’re moving fast, and with this rapid scale and dynamic growth we’re hiring a Sr. Director, Global Sales Plays to help us continue to evolve and optimize our sales plays to accelerate growth across our Workflows, including Agentic AI.
Reporting to the SVP, Global Solution Sales, GTM Programs, and Sales Plays, the Sr. Director, Global Sales Plays will play a pivotal role in working across our leadership team and with cross functional business partners to shape our Hero and Targeted sales play strategy to maximize revenue impact across the portfolio.
The ideal candidate is an empathetic and motivational leader and able to move quickly cross-functionally to drive plays from strategy to execution. If you have a stellar background in SaaS sales and/or solutions development, and an ability to work effectively with a diverse and driven global team, then we’d love to hear from you!

Key Responsibilities:

• Shape the Go To Market strategy for our global sales plays
• Work with our Planning, Strategy and NPI teams to define the scope; with the early-stage ideation and SKU shaping being led by the NPI team, a transparent, supportive partnership here is critical
• Develop a consistent BoM together with our Marketing team, Enablement team, Sales leadership, and other cross functional business partners
• Set the targets, metrics and KPIs to effectively measure pipeline creation, progression, and conversion, with lenses into segment, industry, partner, etc
• Build a co-ordinated GTM approach utilizing all of the key parts of the ServiceNow Sales team
• Shape this with our ecosystem in mind and work with our Partner team to shape for their impact
• Build the proactive calendar and plan for future plays
• Identify plan needs and opportunities
• Balance the load for what the field can absorb
• Build in sufficient time and planning to establish the play before launch
• Build the repeatable playbook, with a common nomenclature and approach for all sales plays
• Drive focused analytics around the plays, so we learn what is working, what could be improved, and how we continue to scale our efforts
• Build the tooling and systems to help manage our progress
• Consistent single pane of glass dashboard views
• Leverage AI to deploy create Sales Play Assist agent use cases
• Partner closely with our DT and Operations teams
• Partner with the Geo sales teams to ensure a consistent and focused approach to sales play execution across direct and overlay roles
• Work with the GTM Strategy team to shape our FY25 and beyond GTM strategy based on the learnings we have from play execution and roll out
• Recruit and retain the next generation of talent for ServiceNow and ensure all employees can bring their full and authentic selves to work

Qualifications

TO BE SUCCESSFUL IN THIS ROLE YOU HAVE:

• 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.
• 15+ years experience, including global role(s) in one or more
• technology (preferably SaaS) or consulting businesses
• Prior experience in sales or sales management preferred
• Familiar with the buyers and buying personas of ServiceNow’s customer base and prioritized industries
• Demonstrated results working cross-functionally across a large organization to improve their productivity and satisfaction
• Ability to conduct sophisticated and creative analysis of complex data and translate the results into actionable messages and deliverables