Director, GTM Packaging & Offerings

Company Description
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 - ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. 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.
Job Description
What you get to do in this role:
The Customer Excellence Group - Strategy & Product - Catalyst Center of Excellence will be responsible for partnering with the Platform and Product Business Unit Product Management and Engineering organizations to deliver a transformational AI-first implementation and adoption experience for ServiceNow's customers. You are being hired to work on one of the most exciting initiatives at one of the fastest-growing Enterprise AI companies in the industry. As outbound Director, GTM Packaging & Offerings, you will build and lead a team that partners with Platform and Product organizations to design, develop, and launch compelling go-to-market pricing, packaged offerings, messaging, and enablement materials for ServiceNow's autonomous implementation solutions.. Your North Star: Accelerate customer adoption and value realization by delivering clear, differentiated, and scalable GTM packages and enablement assets that empower field, partner, and customer success teams. You will ensure our offerings are market-ready, easy to consume, and drive competitive advantage.
• Develop and execute the GTM packaging strategy for Catalyst's autonomous implementation offerings, including solution bundles, pricing models, and value propositions.
• Partner with Product Management, Engineering, and Field Enablement to create and maintain high-impact enablement materials (playbooks, sales guides, demos, customer-facing collateral).
• Collaborate with Marketing, Sales, and Customer Success to ensure alignment on messaging, launch readiness, and field adoption.
• Build scalable processes for packaging, updating, and lifecycle management of offerings, ensuring continuous improvement based on market feedback.
• Establish best practices for GTM enablement, including training curricula, certification paths, and knowledge transfer to field and partner teams.
• Benchmark and incorporate best-in-class approaches (e.g., as seen in ServiceNow Impact) to maximize customer outcomes and commercial success.
Qualifications
To be successful in this role, you must have
• 10+ years of experience in GTM packaging, outbound product marketing, and solution enablement for enterprise software; proven success building and scaling high-performing teams.
• Deep understanding of GTM strategies, solution packaging, and enablement for innovative technology offerings.
• Strong commercial acumen and ability to drive measurable outcomes across global stakeholders.
• Experience with AI-first or autonomous implementation initiatives; familiarity with Agentic AI, LLM/GenAI fundamentals and enterprise integration preferred.
• Proven cross-functional leadership and outstanding executive presence and stellar communication skills; ability to influence Product, Engineering, Sales, Services, and Marketing teams.
• Experience in instituting governance, quality assurance, and AI guardrails in GTM processes.
• Prior ServiceNow experience or knowledge of the ecosystem is preferred.
• Must be able to travel up to 50% annually.
For positions in this location, we offer a base pay of $217,500 - $380,700, 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.
Additional Information
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 [email protected] 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.
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