Director, Strategic Deal Development

Revenue & Deal Ownership:

• Carry a global quota tied to the creation and progression of strategic and transformational deals.
• Own a defined portfolio of high-impact opportunities, driving them from early signal through late-stage pursuit and close.
• Act as the deal development owner for assigned opportunities, ensuring clarity, momentum, and executive alignment throughout the pursuit lifecycle.

Proactive Deal Development:

• Proactively shape identified transformational opportunities across Office of the CEO–sponsored deals, Marquee accounts (top 75 global customers), Inspire Value–led industry and use-case motions, Partner- and ecosystem-driven opportunities.
• Develop cross-business-unit deal hypotheses that leverage the full ServiceNow platform, not isolated products.

Deal Shaping & Orchestration:

• Lead strategic deal shaping, including transformation narrative, value hypothesis development, investment strategy, and sequencing of executive conversations.
• Orchestrate cross-functional teams and programs to support holistic deal development.
• Maintain deal momentum by identifying blockers, aligning stakeholders, and driving clear next steps at every stage.