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ServiceNow is seeking a Director of Sales Operations Management to lead a team responsible for commercial deal support, proposal development, pricing strategy, deal modeling, and sales enablement. This is a hands-on leadership role that combines people management with strategic partnership to Sales leadership.
In this role, you will lead, coach, and develop a team of Deals Operations and Commercial Strategy professionals. You'll establish performance goals, career development plans, and operational priorities while creating scalable processes, tools, and templates that improve deal quality and sales productivity. You'll foster a culture of collaboration, customer focus, and continuous improvement.
You will personally support the organization's largest, most complex, and highest-priority opportunities, partnering with Sales Leadership on commercial strategy and deal execution. You'll review and provide guidance on pricing models, proposals, and solution recommendations created by team members, and act as an escalation point for complex commercial scenarios.
Responsibilities include overseeing the creation of customer-facing proposals, executive presentations, pricing summaries, and business cases. You'll ensure commercial narratives clearly communicate value, pricing rationale, and solution recommendations, and drive consistency in proposal quality, messaging, and commercial positioning.
You'll partner with Product, Solution Consulting, and Sales teams to ensure customer requirements are effectively translated into commercial recommendations. You'll guide sales teams on product selection, packaging, and strategic positioning, ensuring proposed solutions align with customer goals and organizational priorities.
Additionally, you'll develop programs that increase seller competency in commercial discussions, pricing strategy, and proposal effectiveness. You'll establish reporting and metrics to evaluate deal support effectiveness and sales adoption, identify opportunities to streamline deal workflows, and drive best practices across opportunity qualification, commercial engagement, and proposal development.
ServiceNow offers flexible work personas depending on the nature of work and assigned location. The company is an equal opportunity employer committed to creating an accessible and inclusive experience for all candidates.
QUALIFICATIONS:
- 10+ years of experience in Sales Operations, Revenue Operations, Commercial Strategy, Deal Support, or Deal Operations
- 3+ years leading or mentoring teams in a sales support, commercial, or operations environment
- Experience supporting enterprise software or SaaS organizations through complex sales cycles
- Strong expertise in pricing strategy, deal modeling, customer-facing proposal development, and commercial operations
- Proven ability to coach sales teams and influence executive stakeholders
- Exceptional communication, leadership, and organizational skills
- Ability to balance strategic leadership responsibilities with hands-on engagement in key opportunities
