Head of GTM Operations/ Servicenow.org

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law.

About ServiceNow.org:

ServiceNow.org is a business unit dedicated to serving the global non-profit community. We leverage the power of the ServiceNow platform to help these organizations boost operational efficiency, ultimately saving lives and making a real-world impact. This role is aligned with our ESG strategy, reinvesting a portion of profits back into the community.

The Role: 🎯

As Chief Operating Officer (COO), you'll be a key player in the success of ServiceNow.org's Go-to-Market (GTM) strategy. You'll design and implement strategies, oversee sales operations, and drive the business's strategic growth and maturity. This requires a leader who deeply understands sales processes, partner management, and scaling businesses. You will act as a trusted advisor to the President of ServiceNow.org, leading operational functions focused on revenue growth, KPI achievement, and resource management.

What You'll Do:

• Collaborate with the President to set and drive organizational vision, strategy, revenue, and workforce plans.
• Use data to improve and implement GTM strategies based on market conditions and company priorities.
• Translate strategy into actionable steps with sales leaders, implementing the NOWSell sales methodology. This includes:
  • GTM/Customer Segmentation
  • Quota Setting and Compensation
  • Account/Territory Planning
  • Pipeline Management
  • Forecasting
  • Renewals
  • Win/Loss Analysis
  • Sales Enablement
  • Reporting/Dashboards
• Analyze sales performance, identifying areas for improvement and optimizing sales strategy.
• Develop and run integrated sales plays across Sales, Marketing, GSD, and Partners to accelerate NNACV in core solution areas (in partnership with Product Marketing).
• Manage the operational budget, ensuring alignment with strategic goals.
• Collaborate cross-functionally with sales and other departments (marketing, finance, product, etc.).

What We're Looking For: 💪

• 10+ years of leadership experience in sales and/or sales operations within an enterprise SaaS software sales organization.
• Proven success scaling operations in a high-growth tech company.
• Strong understanding of sales operations, enablement, and SaaS metrics.
• Proficiency with CRM platforms, reporting/analytics tools, and software.
• Experience with the nonprofit sector is a plus.
• Strategic thinking and the ability to translate strategic goals into actionable plans.
• Strong analytical skills and data-driven decision-making.
• Excellent written and verbal communication skills, influencing stakeholders at all levels.
• Ability to thrive in a fast-paced, dynamic environment.

Benefits: 🎉

• Base pay: $186,400 - $335,600
• Equity (when applicable)
• Variable/incentive compensation
• Competitive On Target Earnings (OTE) incentive compensation structure (for sales positions)
• Health plans, including flexible spending accounts
• 401(k) Plan with company match
• ESPP
• Matching donations
• Flexible time away plan
• Family leave programs

Additional Information:

• This is a remote position.
• Compensation is based on geographic location and is subject to change based on work location.