SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
ServiceNow seeks a Director of Life Sciences Go-To-Market to lead pharmaceutical and MedTech sales strategy and execution. This hybrid role combines deep pharma operating credibility with platform expertise to build scalable GTM motions and field-ready plays.
You will spend approximately 60% of your time on customer-facing activities including executive engagement, executive business center (EBC) delivery, pipeline creation, and priority account progression (roughly 70% new pipeline, 30% existing account progression). Another 20% focuses on industry strategy and product collaboration—partnering with account executives and GTM teams on account-level strategy and bringing market signals into product roadmap conversations. The remaining 20% covers field enablement and business reporting, including building field-ready plays and tracking pipeline created and influenced against goals.
Key responsibilities include:
1. Executive presence and pipeline creation: Serve as a credible senior voice with pharma executives in EBC engagements, industry forums, and roundtables, connecting ServiceNow's platform to pharma leader priorities (R&D velocity, regulatory readiness, manufacturing quality, commercial execution). Extend into MedTech conversations on dual-focus accounts.
2. Pipeline progression and deal support: Partner with account executives to progress pipeline by forming relationships with key buying-center executives, sharpening business cases, and shortening deal cycles through pharma industry expertise and practitioner-level guidance on complex stakeholder situations.
3. Industry logic behind platform demonstrations: Ensure business case and clinical/operational logic behind demos and proof-of-concept work is sound and resonates with executives, working with solution consultants across clinical trial operations, pharmacovigilance, manufacturing quality, and commercial CRM.
4. Product and partner input: Bring market signals, executive feedback, and deal-level patterns into ServiceNow's pharma product roadmap, particularly for net-new solutions. Support the pharma partner motion with strategic systems integrators and technology partners at the solution and co-sell level.
5. Scalable plays and business reporting: Convert pharma market dynamics, win/loss patterns, and voice-of-customer insights into field-ready plays and positioning that sellers can execute independently. Track pipeline created and influenced against goals to direct effort toward revenue impact.
This role reports to the Global Head of Life Sciences GTM and works alongside a team with deep pharma and MedTech technical credibility. You will be most active as a door opener and trusted advisor through technical win, with primary ownership at account planning and discovery, active support through technical validation on strategic accounts, and stepping back once deals reach commercial close.
REQUIREMENTS:
Must Have:
- 12+ years at the intersection of life sciences and enterprise technology, with a track record of converting sector knowledge into commercial outcomes. Depth should weight toward pharma with working familiarity in MedTech. Experience can come from direct employment inside a pharma or biotech company in a role touching enterprise technology, from time at a vendor or systems integrator serving pharma/biotech (Accenture, Deloitte, EY, or equivalent), or from a combination. Core requirement: ability to connect pharma operational problems to what an enterprise platform actually does at the workflow level.
- Demonstrated executive presence: track record of leading (not supporting) high-stakes conversations with senior pharma or biotech executives, with credibility to own the narrative in EBC or equivalent forums.
- Commercial GTM experience: track record of building pipeline, shaping account strategy, and driving measurable revenue outcomes in a GTM, sales overlay, or business development capacity. Quota-carrying experience is a plus, not required. What is required is evidence of commercial impact, not narrative-only involvement.
Nice to Have:
- Traditional strategy consulting experience (McKinsey, BCG, Bain, or equivalent) serving pharma or biotech sector. This adds credibility on top of must-haves; it does not substitute for them.
- Established presence in pharma or biotech sector through industry events, associations, or thought leadership. Track record of industry keynotes or similar public speaking engagements.
- Experience shaping product roadmap or solution strategy with product teams, ideally in life sciences.
