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Salary: USD 193,000 - 319,000 / annual
ServiceNow is seeking a Director, Pursuit Lead for its Elevate program—a strategic role focused on identifying and closing transformational enterprise opportunities. You will own the complete deal lifecycle from initial strategic engagement through close and into early customer success, serving as the single point of accountability for deal progression, commercial architecture, and customer outcomes.
You will work shoulder-to-shoulder with an embedded Transformational Platform Consultant, where you own the transformation strategy and commercial model while they own the technical narrative and architecture. Together, you present one unified vision and executable path to operational transformation through the ServiceNow platform.
Key Responsibilities:
• Own the complete deal lifecycle as the business strategist and executive deal leader, ensuring deal structure, investment thesis, and success metrics align with the customer's transformation ambition.
• Shape transformational hypotheses by partnering with the Transformational Platform Consultant to connect customer business imperatives to ServiceNow as an operational backbone, developing a North Star vision showing measurable outcomes.
• Orchestrate cross-functional pursuit execution by mobilizing Partners, Value teams, GTM, Enterprise Architecture, Hyperscalers, Finance, Legal, and Revenue into one unified pursuit with clear ownership.
• Build commercial models that unlock transformational investment by inventing new structures (outcome agreements, platform commitments, co-investment models, pricing ramps) that align customer risk with platform value realization.
• Create executive conviction through outcome clarity by crafting C-suite narratives connecting business imperatives to platform capabilities to measurable operational outcomes.
• Codify and raise the bar for future pursuits by capturing use-case patterns, commercial structures, stakeholder plays, and objection patterns, then feeding playbook learnings back into Elevate strategy teams.
You will manage the full lifecycle from sensing intent and shaping opportunity (S0–S1), through co-creating and architecting (S2–S3), driving commercial and close (S4–S5), and securing and embedding value (S5–S5+). This includes identifying transformation signals, conducting deep strategic discovery with C-suite, validating North Star visions, designing commercial architecture, leading final negotiations, and monitoring early value realization.
Requirements:
Required:
• 10+ years of traditional enterprise sales, software sales, and deal structuring
• 5+ years in Large Deal Pursuit roles with proven track record closing $50M+ TCV contracts, with focus on incremental revenue vs. renewals
• And/or 5+ years of experience in corporate strategy, business development, or large complex corporate transactions (M&A, IP acquisition, revenue-share models, strategic partnerships, or consulting engagements)
• Demonstrated executive presence: credible with C-suite stakeholders in strategic business conversations, not just sales pitches
• Deep understanding of enterprise transformation: knowledge of how operating models change, what drives customer urgency, and how to sequence multi-year transformation programs
• Ability to influence without authority: align partners, internal teams, and customer stakeholders around shared deal strategy with no formal power over most parties
• Comfort operating in ambiguity and building structure where none exists
• Single point of accountability mindset: own deal outcome completely and solve problems rather than escalate blame
Preferred:
• Experience originating transformational opportunities proactively, not just advancing inherited deals
• Familiarity with platform-based enterprise selling, cross-business-unit deal development, or ecosystem partnerships
• Experience with Office of CEO, Strategic Initiatives, or similar portfolio management
• Track record of building and mentoring teams, codifying playbooks, and raising capability standards across an organization
