Director, Global 360 Lead - East Coast

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Reporting to the VP, Strategic Revenue Engagements, the Director, Global 360 Lead will be the primary subject matter expert and global orchestrator for complex, cross-geography 360 deal strategy. You'll anticipate customer needs, design and validate deal structures ahead of escalation, and lead end-to-end strategy for cross-geography 360 opportunities that span multiple business units, regions, and business-enabling functions while balancing OPEX investment, risk considerations, NNACV growth, and long-term profitability. 

As the Global 360 Lead, you'll serve as the primary SME for complex global deal structuring and construct design, including Buy From strategy and execution. You'll maintain cross-business unit (BU) intelligence, proactively identify emerging deal patterns and natural buying events globally, drive cross-functional alignment on multi-BU deal threads, and evolve the global 360 deal execution playbook to improve GTM efficiency, accelerate deal velocity, prevent value leakage, and drive consistency across all geographies. 

Priorities & Responsibilities 

Lead cross-geography deal strategy 

• Lead end-to-end strategy for complex 360 deals; anticipate customer needs and act ahead of escalation to prevent deal stalls. 

• Serve as SME for complex global deal structuring and construct design, engaging early on high-complexity transactions. 

• Shape Buy From strategy for global 360 opportunities, aligning internal business commitments, procurement dynamics, investment trade-offs, and sales objectives. 

• Proactively build and validate business cases for high-value global transactions; maintain operational rigor on deal economics, financial constructs, OPEX investment, and NNACV impact. 

• Maintain cross-BU intelligence and proactively identify emerging deal patterns and strategic opportunities globally. 

• Own the global portfolio view of active and emerging 360 opportunities, including intake, qualification, prioritization, patterns, blockers, whitespace, and unified visibility across geographies, functions, and business units. 

• Drive cross-functional alignment on multi-BU deal threads; productively resolve blockers before they derail deals. 

• Prepare executive-ready recommendations on deal strategy, trade-offs, risks, and approval paths for the most complex global opportunities. 

Own and continuously evolve the global 360 deal execution playbook 

• Build and push best practices to the field proactively; create alignment on deal execution standards across geographies. 

• Define the global governance and intake model for identifying, qualifying, prioritizing, and routing 360 opportunities consistently across regions 

• Enable Geo Leads with repeatable guidance, templates, decision frameworks, and coaching to drive consistent execution while adapting to local market needs. 

• Continuously surface and operationalize natural buying events, renewal cycles, and expansion opportunities to drive incremental global pipeline and avoid value leakage from unplanned or misaligned deal activity. 

• Establish an operating cadence with Geo Leads and key stakeholders to inspect pipeline, deal quality, execution risks, and required interventions. 

• Lead strategic partner (SI/Spend/SPC) engagement on Large Global Programs; proactively engage on complex partnership constructs. 

Build deep cross-functional relationships and maintain executive alignment 

• Cultivate trusted relationships with business owners and executive sponsors across the enterprise to support proactive deal engagement and GTM alignment. 

• Serve as the global liaison across business-enabling functions such as Product Engineering, Global Cloud Services, Finance, Legal, Global Sourcing, Revenue Accounting, and executive sponsors when 360 activity requires enterprise-wide alignment. 

• Act as a strategic advisor across functions, translating business goals into actionable deal strategy and construct recommendations. 

• Partner closely with Finance, Revenue Accounting, Global Sourcing, Legal, and other stakeholders to streamline deal approval and execution pathways. 

• Own escalation management for complex cross-functional blockers that span Finance, Legal, Product, Sourcing, Revenue Accounting, and executive sponsors. 

Drive continuous improvement and insights generation 

• Lead post-mortems and insights generation for closed global 360 deals, translating outcomes into scalable process improvements, approval pathway refinements, and strategy updates that reduce repeat friction. 

• Identify commercial innovations, partnership models, and deal constructs that can be scaled globally based on what is working in-market. 

• Own and continuously evolve the global 360 deal execution playbook; push best practices to the field proactively. 

• Evolve frameworks such as decision matrices, budgeting guidance, and approval processes to enable faster, smarter deal execution. 

• 12+ years in Strategic Sales, GTM Strategy, Deal Strategy, or GTM Finance, ideally in SaaS or enterprise technology. 

• Proven experience managing complex, cross-functional transactions with executive-level stakeholders across multiple business units and geographies. 

• Deep understanding of internal business functions (Finance, Legal, Product, Engineering) and their decision-making processes. 

• Experience designing deal structures, validating business cases, and managing deal economics at scale. 

• Demonstrated ability to build and maintain trust across matrixed organizations; experience influencing without direct authority. 

• Exceptional program management skills with the ability to manage multiple stakeholders, timelines, and priorities simultaneously. 

Skills and Attributes 

• Strategic thinker with a bias for execution and measurable outcomes. 

• Skilled at building trust and influence across matrixed, global organizations. 

• Analytical and structured, with a process-oriented mindset. 

• Strong communicator—able to synthesize and present complex issues clearly to C-level and operational stakeholders. 

• Comfortable operating in ambiguity and helping bring clarity to others. 

• Collaborative, proactive, and business outcome-focused. 

• Intrinsically curious about business model innovation and emerging technologies. 

• Team player of unquestionable integrity, credibility, and character. 

• Experience in large global organizations; proven ability to establish trust-based relationships across geographies and functions. 

• Strong leadership, problem-solving, and decision-making abilities. 

• Growth mindset with commitment to continuous learning and improvement. 

Measure of Success 

• Increased speed and effectiveness of global 360 deal execution across all geographies. 

• Scaled adoption of 360 strategies, processes, and operating standards across the field. 

• Proactive identification and qualification of high-value cross-geography opportunities ahead of field escalation. 

• Strong feedback and trust from Elevate Complex Deal Leaders, geographic deal leads, and internal cross-functional stakeholders. 

• Improved ability to balance investment discipline with revenue growth, including reduced value leakage and stronger alignment between OPEX commitments and NNACV outcomes. 

• Demonstrated improvement in deal economics, construct quality, and execution rigor over time. 

For positions in this location, we offer a base pay of $192,600 - $280,100, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

Work Personas

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Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity,  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

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