Head of GTM Operations, Servicenow.org

About the role

In this pivotal leadership role, you will oversee the operational strategy for ServiceNow.org, a division dedicated to delivering innovative platform solutions to the global nonprofit sector. Your primary responsibility will be to serve as a key advisor to the Group Vice President, focusing on driving revenue growth and enhancing organizational effectiveness through strategic planning and optimizing sales processes. This position requires a blend of strategic insight and operational expertise to ensure the success of the organization.

Key facts

What you'll do

• Collaborate closely with the Group Vice President to establish and implement comprehensive workforce plans, revenue strategies, and a clear organizational vision that aligns with the goals of ServiceNow.org.
• Utilize data analytics to continuously refine and adapt go-to-market strategies in response to evolving market dynamics and customer needs.
• Roll out the NOWSell methodology throughout the sales organization, focusing on critical areas such as territory planning, sales forecasting, quota establishment, and contract renewals.
• Conduct in-depth analyses of sales performance metrics to uncover opportunities for optimization and enhance the achievement of key performance indicators (KPIs).
• Facilitate coordinated sales initiatives across marketing, product management, and partner teams to drive an increase in net new annual contract value.
• Oversee the operational budget, ensuring that it is aligned with the strategic objectives of the business unit and supports overall growth.
• Act as the primary contact for sales enablement efforts, including the management of reporting processes and dashboard creation to track performance.
• Lead initiatives to enhance the sales process, ensuring that best practices are shared and implemented across the organization.
• Foster a culture of continuous improvement within the sales team, encouraging innovative thinking and proactive problem-solving.
• Build strong relationships with key stakeholders, ensuring alignment and collaboration across various departments.
• Monitor industry trends and competitor activities to inform strategic decisions and maintain a competitive edge in the market.
• Prepare and present regular updates to senior leadership on operational performance, strategic initiatives, and market insights.

Requirements

• A minimum of 10 years of experience in sales or sales operations, specifically within an enterprise SaaS environment.
• Demonstrated success in scaling operations in fast-growing technology firms, showcasing your ability to drive significant results.
• In-depth knowledge of SaaS metrics, sales enablement strategies, and operational best practices.
• Strong analytical skills with a commitment to making data-driven decisions that enhance business outcomes.
• Proven ability to influence and engage stakeholders at all levels of the organization, fostering collaboration and alignment.
• Experience managing complex, fast-paced work environments with multiple competing priorities.
• Exceptional written and verbal communication skills, allowing for effective interaction with diverse audiences.

Nice to have

• Experience in the nonprofit sector, providing insight into the unique challenges and opportunities within this field.
• Familiarity with social impact initiatives and how technology can drive positive change in communities.
• Previous roles that involved cross-functional team leadership, enhancing your ability to work collaboratively across departments.

Skills & tools

• Proficient in using CRM platforms to manage customer relationships and sales processes effectively.
• Experienced with reporting and analytics software to track performance metrics and inform strategic decisions.
• Familiarity with sales enablement tools that support the sales team in achieving their objectives.

Practical notes

• Compensation for this role ranges from a base salary of $174,850 to $288,500, complemented by equity options, variable compensation, and a comprehensive benefits package.
• Benefits include health insurance plans, flexible spending accounts, a 401(k) plan with company matching, employee stock purchase plans (ESPP), matching donations, flexible time-off policies, and family leave programs.
• Employment is subject to compliance with export control regulations; positions requiring access to controlled technology may need government approval.
• ServiceNow is committed to fostering an inclusive workplace and is an equal opportunity employer. Candidates who require accommodations during the application process are encouraged to reach out to globaltalentss@servicenow.com for assistance.

About the company

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®.