Director, Strategic Deal Development-Elevate

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today u2014 ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500u00ae. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone. Director, Strategic Deal Development Role Summary The Director, Strategic Deal Development is responsible for creating, shaping, and advancing proactive enterprise deal opportunities across ServiceNowu2019s highest-impact motions. This role carries a global quota and is accountable for originating and progressing complex, transformational opportunities that require executive engagement, cross-functional orchestration, and deep platform-level storytelling. This role works in close partnership with the account teams to shape and progress complex, transformational opportunities, bringing deep platform expertise, executive-level deal orchestration, and access to strategic programs to support holistic customer transformation. Operating upstream of traditional sales motions, this role focuses on opportunities that cut across business units, require platform-level thinking, and benefit from intentional deal development beyond standard account execution. Key Responsibilities Revenue & Deal Ownership u00b7 Carry a global quota tied to the creation and progression of strategic and transformational deals. u00b7 Own a defined portfolio of high-impact opportunities, driving them from early signal through late-stage pursuit and close. u00b7 Act as the deal development owner for assigned opportunities, ensuring clarity, momentum, and executive alignment throughout the pursuit lifecycle. Proactive Deal Development u00b7 Proactively shape identified transformational opportunities across: o Office of the CEOu2013sponsored deals o Marquee accounts (top 75 global customers) o Inspire Valueu2013led industry and use-case motions o Partner- and ecosystem-driven opportunities u00b7 Develop cross-business-unit deal hypotheses that leverage the full ServiceNow platform, not isolated products. Deal Shaping & Orchestration u00b7 Lead strategic deal shaping, including transformation narrative, value hypothesis development, investment strategy, and sequencing of executive conversations. u00b7 Orchestrate cross-functional teams and programs to support holistic deal development. u00b7 Maintain deal momentum by identifying blockers, aligning stakeholders, and driving clear next steps at every stage. Executive & Platform Storytelling u00b7 Serve as a credible transformation leader with customers, articulating the end-to-end ServiceNow platform story and its impact on operating models, outcomes, and enterprise value. u00b7 Elevate conversations from point solutions to enterprise-wide transformation. u00b7 Partner with internal executive sponsors to reinforce strategic messaging, urgency, and alignment Qualifications & Profile u00b7 Senior experience shaping and progressing large, complex enterprise deals u00b7 Proven success in quota-carrying, outcome-driven roles u00b7 8-10 years of experience in the software industry u00b7 2 + years of Large Deal or Corporate Strategy/Business Development experience, supporting complex transactions such as M&A, IP Acquisition, Revenue Share Models, etc. u00b7 Strong executive presence and comfort engaging C-suite stakeholders u00b7 Deep understanding of platform-based enterprise selling u00b7 Experience working across sales, consulting, value engineering, strategy, or transformation initiatives u00b7 Ability to influence without authority and orchestrate global, cross-functional teams u00b7 Comfort operating in ambiguity and building structure where none exists Work Personas We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here (. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service. Equal Opportunity Employer 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. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements. Accommodations We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact for assistance. Export Control Regulations For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities. From Fortune. u00a92025 Fortune Media IP Limited. All rights reserved. Used under license.

Created: 2026-01-19