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Salary: USD 193,000 - 319,000 / annual
ServiceNow is seeking a Director, Pursuit Lead for its Elevate program—a transformational deal leadership role focused on enterprise-scale opportunities that require platform-level thinking and cross-functional orchestration.
Role Overview
You own transformational opportunities end-to-end, from initial strategic engagement through close and into early customer success. You are the single point of accountability for deal progression, commercial architecture, and customer outcomes. You work shoulder-to-shoulder with an embedded Transformational Platform Consultant; you own the transformation strategy and commercial model while they own the technical transformation narrative and North Star architecture. Together, you present one unified voice, one coherent vision, and one executable path to operational transformation through the ServiceNow platform.
You operate upstream of traditional sales motions, identifying and developing transformational opportunities that cut across business units and require executive engagement and cross-functional orchestration from the ecosystem and partners.
Core Accountabilities
- Own Deal Outcome & Business Impact: Drive the complete deal lifecycle as the business strategist and executive deal leader. Own the strategic hypothesis for transformation from initial customer vision through value-driving deal shaping, commercial architecture, and handoff into post-sale. Ensure deal structure, investment thesis, and success metrics align with the customer's bold transformation ambition.
- Shape Transformational Hypotheses Using Platform Depth: Partner with the Transformational Platform Consultant to connect customer business imperatives to ServiceNow platform as a unified operational backbone. Develop a North Star vision showing how the platform enables measurable outcomes—faster decision cycles, reduced operational friction, AI-accelerated operations, or enterprise-wide visibility.
- Orchestrate Cross-Functional Pursuit Execution: Act as the single point of accountability for deal momentum. Mobilize Partners, Value teams, GTM, Enterprise Architecture, Hyperscalers, Finance, Legal, and Revenue into one unified pursuit with clear ownership. Remove blockers, escalate conflicts, and maintain tempo.
- Build Commercial Models That Unlock Transformational Investment: Challenge assumptions about transformational deal structures. Invent new commercial models (outcome agreements, platform commitments, co-investment models, pricing ramps) that align customer risk with platform value realization.
- Create Executive Conviction Through Outcome Clarity: Craft C-suite narratives connecting business imperatives to platform capabilities to measurable operational outcomes. Move customers from curiosity to confidence to commitment by simplifying complexity.
- Codify and Raise the Bar for Future Pursuits: Capture what worked—use-case patterns, commercial structures, stakeholder plays, objection patterns, sequencing. Feed playbook learnings back into Elevate strategy teams. Mentor peers on pursuit mastery.
Lifecycle Ownership (S0–S5+)
Sense Intent & Shape Opportunity (S0–S1): Identify transformation signals where customers face structural business change. Conduct deep strategic discovery with C-suite and board. Partner with Portfolio Intelligence to form transformation readiness hypothesis. Co-create opening vision with Transformational Platform Consultant. Sequence ecosystem partners into deliberate strategy before pursuit begins.
Co-Create & Architect (S2–S3): Validate the North Star vision. Build executive conviction with C-level narratives. Design commercial architecture with innovative deal structures. Orchestrate cross-functional alignment. Maintain stakeholder momentum.
Drive Commercial & Close (S4–S5): Lead final negotiations. Maintain executive engagement through decision cycles. Coordinate internal execution and approvals. Ensure commercial integrity.
Secure & Embed Value (S5–S5+): Own handoff to Account Owner, Customer Success, and Delivery teams. Monitor early value realization. Identify adjacent opportunities. Capture and codify learnings.
Requirements
Required:
- 10+ years of traditional enterprise sales, software sales, and deal structuring
- 5+ years in Large Deal Pursuit role with proven track record closing $50M+ TCV contracts with focus on incremental revenue vs renewals
- And/or 5+ years of experience with corporate strategy, business development, 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: know 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: complex deals require inventing new playbooks
- Single point of accountability mindset: own deal outcome completely; 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
