Hyperscaler GTM Operations Director

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
About the Role
ServiceNow's Go-To-Market (GTM) Operations organization is the strategic and operational backbone of our commercial engine, enabling growth through operational excellence, simplification, and impactful customer and seller experiences.
We are seeking a Hyperscaler GTM Operations Director to lead a portfolio of strategic GTM programs in partnership with our Hyperscaler and Partner teams. This role will be responsible for driving operational rigor, program execution, and cross-functional alignment to support pipeline growth, sales enablement, and partner success within our Hyperscaler ecosystem.
The ideal candidate has strong experience in GTM operations and program management in enterprise SaaS, with a proven ability to lead initiatives through collaboration, execution discipline, and insight-driven decision-making.
What You Get to Do in This Role:

• Lead and execute priority GTM programs that support Hyperscaler pipeline generation, partner enablement, and sales execution
• Collaborate closely with Sales, Marketing, Partner, and Enablement teams to deliver programs that drive operational efficiency and commercial impact
• Manage workstreams within broader enterprise programs, contributing to lead-to-cash transformation, planning cycles, and seller experience enhancements
• Develop and manage program roadmaps, timelines, resourcing, risks, and stakeholder communication plans
• Support governance frameworks, reporting, and dashboards to create visibility into program health, dependencies, and milestones
• Identify process improvements and automation opportunities to enhance program effectiveness and scalability
• Partner with Finance, Systems, and Product teams to support execution of initiatives impacting the Hyperscaler GTM motion

Qualifications
To Be Successful in This Role, You Have:

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry
• 10+ years of experience in Strategic Program Management, GTM Operations, Management Consulting, or Business Transformation roles within high-growth enterprise SaaS or technology companies
• Deep understanding of GTM motions and the lead-to-cash lifecycle, with proven experience in programs that span sales, marketing, customer success, and support
• Demonstrated success in leading strategic, cross-functional initiatives that drive commercial growth, cost optimization, or customer experience improvement
• Experience with both internal operational programs (e.g., planning cycles, process redesign) and externally facing programs (e.g., customer onboarding, partner experience)
• Exceptional communication skills with the ability to influence and align executive stakeholders and operational leaders
• Proven ability to operate in ambiguity, think strategically, and drive tactical execution in fast-paced environments
• Experience working across multiple systems and platforms (CRM, CPQ, CLM, CS tools, etc.), with technical acumen to partner with systems and engineering teams
• High EQ with strong relationship-building skills and the ability to lead through influence
• Desired: Bachelor's degree, MBA or other advanced degree
• Bonus: Experience working in hybrid infrastructure environments and/or deep knowledge of enterprise cloud transformation programs

For positions in this location, we offer a base pay of $170,200 - $297,900 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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