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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 owning transformational opportunities end-to-end, from initial engagement through close and into early customer success. You will serve as the single point of accountability for deal progression, commercial architecture, and customer outcomes.
Unlike traditional sales roles, you will 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 architecture. Together, you present one unified vision and executable path to operational transformation through the ServiceNow platform.
You will operate upstream of traditional sales motions, identifying and developing transformational opportunities that cut across business units and require platform-level thinking, executive engagement, and cross-functional orchestration from the ecosystem and partners.
Six Core Accountabilities:
1. 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.
2. Shape Transformational Hypotheses Using Platform Depth: Partner with the Transformational Platform Consultant to connect customer business imperatives to ServiceNow 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.
3. 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, redirect resources, and maintain tempo.
4. Build Commercial Models That Unlock Transformational Investment: Challenge assumptions about what transformational deals can look like. Invent new commercial structures (outcome agreements, platform commitments, co-investment models, pricing ramps) that align customer risk with platform value realization.
5. Create Executive Conviction Through Outcome Clarity: Craft C-suite narratives connecting business imperatives to platform capabilities to measurable operational outcomes. Move customers from curiosity → confidence → commitment by simplifying complexity.
6. 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 spans S0–S5+:
- Sense Intent & Shape Opportunity (S0–S1): Identify transformation signals, conduct deep strategic discovery with C-suite, form transformation readiness hypothesis, co-create opening vision, sequence ecosystem partners.
- Co-Create & Architect (S2–S3): Validate the North Star, build executive conviction, design commercial architecture, orchestrate cross-functional alignment, maintain stakeholder momentum.
- Drive Commercial & Close (S4–S5): Lead final negotiations, maintain executive engagement, coordinate internal execution, ensure commercial integrity.
- Secure & Embed Value (S5–S5+): Own handoff to Account Owner and Customer Success, 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 roles 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
