Head of GTM Operations/ Servicenow.org

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.

ServiceNow.Org 

At the heart of ServiceNow is a grand purpose: to make the world work better for everyone. Our purpose is not just a tagline, it’s a demonstration of our intent to impact the world for the better. To continue this mission, ServiceNow.org is a business unit that leads with our values to exclusively service the needs of the global non-profit community, using the power of our platform to enable these vital organizations to achieve operational efficiency boosts, when those time saving efficiencies will literally save and impact lives. Aligned to our ESG strategy, the Servicenow.org team positions our world-class platform capabilities and solutions to non-profits and reinvest a portion of the profits into the community. 

Job Description 

The Chief Operating Officer (COO) will play a pivotal role in the overall success of our GTM within ServiceNow.org, our nonprofit business unit. The COO will be responsible for designing and implementing strategies and overseeing operational aspects of the sales organization, ensuring efficiency, while driving the strategic growth and maturity of the business. This role requires a leader with a deep understanding of sales processes across the revenue operations cycle (demand/pipeline, forecasting, post-sale), partner management, and business scaling. 

This role will serve as a trusted advisor to the President of ServiceNow.org and the main operational lead for a diverse range of strategic planning and business operations functions with a special focus on revenue growth, KPI achievement, and resource management.  

What you will do in this role: 

• Collaborate with the President of ServiceNow.org in setting and driving organizational vision, strategy revenue and workforce plans 

• Use data-driven insights to improve, evolve and implement GTM Strategy based on market conditions and overall company priorities. 

• Translate strategy into actionable steps in partnership with the Sales Leaders and extended team members, to instantiate the NOWSell sales methodology. Support adoption of: 

• GTM / Customer Segmentation 

• Quota Setting and Compensation 

• Account / Territory Planning 

• Pipeline Management 

• Forecasting 

• Renewals 

• Win/Loss Analysis 

• Sales Enablement 

• Reporting / Dashboards 

• Analyze sales performance metrics and KPIs, identifying areas for improvement and ensuring continuous optimization of sales strategy  

• Identify, initiate and run integrated sales plays across Sales, Marketing, GSD and Partners to accelerate NNACV in core solution areas in partnership with Product Marketing 

• Develop and manage the operational budget, ensuring alignment with strategical goals 

• Work cross-functionally across sales and all other functions (marketing, finance, product, etc.) 

Qualifications: 

• 10+ years of leadership experience in sales and/or sales operations within a software sales organization (enterprise SaaS) 

• Demonstrated success in scaling operations for a high-growth tech company 

• Strong understanding of sales operations, enablement and SaaS metrics 

• Proficiency with CRM platforms, reporting/analytics tools and software’s 

• Experience with the nonprofit sector a plus 

• Strategic thinking skills and the ability to translate big picture strategic goals into actionable plans 

• Strong analytical skills, strong data-driven decision-making capabilities 

• Excellent written and verbal communication skills, with the ability to influence stakeholders at all levels 

• Ability to adapt and thrive in a fast-paced, dynamic environment with competing priorities 

Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate!

For positions in this location, we offer a base pay of $186,400 - $335,600, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work. Learn more here.

Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements. 

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance. 

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities. 

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