Director, Global Deal Strategy and Operations

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.

Team

Come join the Global Deal Strategy and Operations team which serves a critical role in the deal execution life cycle within the Global Deal Management (GDM) team. As a key leader in the organization, you will manage a team responsible for developing operational metrics, policy, and tools to drive informed decision making from the management team and operational efficiencies. You will work cross-functionally to develop innovative processes, engagement models, and tools needed to drive operational excellence across the GDM organization.

This is an exciting opportunity to lead and shape the strategic direction of our Deal Desk functions on a global scale. If you are passionate about driving operational excellence, leading strategic initiatives, and making a significant impact within a dynamic organization, we encourage you to apply.

Role

The ideal candidate for this role has extensive experience in the deal management lifecycle and operational strategy. In this role, your focus will be to evolve policies, processes, and tools that support the respective Deal Desk teams within the organization, while building operational enhancements across process, technology, and analytics.

What you get to do in this role: 

• Own and drive the global strategy and policy for Deal Desk operations, ensuring alignment with company goals and objectives
• Lead, mentor, and develop a high-performing team, fostering a culture of innovation, collaboration, and operational excellence
• Lead transformation projects, such as CPQ and CLM implementation and enhancements, to drive process automation and operational efficiencies
• Investigate, design, test, and implement innovative engagement and analysis methods
• Proactively identify obstacles to Deal Desk efficiency, develop strategic solutions, and drive enablement initiatives to facilitate improvement
• Leverage data analytics to provide insights and guidance to leadership, enhancing the overall health and effectiveness of the organization
• Continuously evaluate, propose, and collaborate on enhancements to Deal Desk policies and processes as the company’s product, pricing, and sales environment evolve
• Build cross-functional consensus on innovative ideas and initiatives that impact Deal Desk operations, ensuring alignment with company strategy
• Develop comprehensive playbooks, process documentation, and enablement materials to support the Global Deal Desk team and improve deal execution efficiency
• Participate in the New Product Introduction process to optimize Deal Desk operational readiness and efficiency

Our ideal candidate: 

• 8+ years of related experience in Deal Desk, Sales Operations, or strategic operations roles, preferably in a global capacity
• Proven experience in leading strategic programs and initiatives, driving operational efficiencies across process, technology, and analytics
• Strong leadership and team management skills, with a demonstrated ability to inspire and develop high-performing teams
• Deep understanding of the quote-to-cash process flow and familiarity with subscription revenue deal structuring
• Excellent business acumen with strong communication skills—both verbal and written
• Analytical and strategic thinking abilities, with a talent for navigating complex deal structures and identifying innovative solutions
• Ability to build meaningful business relationships, influence cross-functional teams, and drive consensus on strategic initiatives
• Self-motivation, a results-driven mindset, and the ability to multi-task and meet deliverables and deadlines in a fast-paced environment
• Creative, self-driven, and adept at problem-solving, with an interest in leveraging technological solutions to drive efficiency
• MBA, BS in Finance, Economics, or related fields is desired 

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 the Bay Area, we offer a base pay of $173,100 - $302,900, 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 (subject to eligibility requirements). 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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