Sr Director, Insurance Go to Market (GTM) AMS

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
The Sr Director of Insurance Go to Market (GTM) AMS a deep expertise role that operates together with ServiceNow's customer-centric industry transformation sales teams as well as core functions within the firm (i.e., marketing, product, customer success & implementation partners, etc.) to identify and localize ServiceNow Insurance and related solutions to the Financial Services market. S/he will closely align with our account teams for several strategic Financial Services clients (existing and potential) to seed and develop strategic opportunities based on the relevant industry solutions.
S/he will serve as the main point of contact for related pursuits within the global market connecting with more senior and C-suite stakeholders, taking our messaging, communications and experience to the next level with an industry-based lens in their language, and considering their challenges and needs. The ideal candidate brings a very mature and experienced point of view, is visionary with the art of the possible, is fact-based and objective in his/her orientation and communication and serves as the key corporate Subject Matter Expert (SME) stakeholder.
S/he will closely align with our core and solution account teams with a central focus on the Insurance sector (i.e., P&C Retail, Commercial, L&A and Brokerage) to seed, develop and help with closing strategic Insurance and related opportunities. S/he will utilize their existing broad and build where necessary, net new trusted relationships with customer and partner executives, partner with sales leaders, and be a highly impactful contributor to the revenue growth in our top Financial Services accounts globally.
This leader is ultimately responsible for 4 specific areas of responsibility, including:

Customer Focused Pipeline Development - introducing and educating executives and senior leaders to ServiceNow through leadership and participation with customers at industry events, industry business reviews, etc. Partnering with account executives and their teams to progress focused customer pipeline by infusing industry expertise (solution, messaging, etc.) into account strategy. Help establish the perception of ServiceNow in Insurance globally, addressing core insurance business challenges.

Sales Oriented Pipeline Progression - Partnering with account executives and their teams to progress pipeline by infusing industry expertise (solution, messaging, etc.) into account strategy, forming relationships with key buying center executives, and helping shorten deal lifecycles by helping the team highlight the business value and competitive differentiators.

Partner Development & Execution - leading priorities with select (top 3-4) partners to support in industry leadership positioning, enablement and customer development. Focus should be an accelerant for customer focused pipeline priorities.

Analyze, Drive & Report on The Business - analyzing the global insurance business to understand trends, opportunities, needs, KPI impact and movement against goals, and use that to feed/fuel customer efforts within this industry. Utilize data to influence / change behaviors to drive results and reinforce high-yield actions. Close collaboration with our Product Teams to define the roadmap for future releases and capabilities to address the market.

Industry Strategy & Team Leadership Development - developing integrated sector / geo strategy, including goals, growth focus & investments, M&A pursuits. Partnering across the organization with key stakeholders (product, marketing, sales, enablement, etc.) to ensure strategies are aligned and jointly prioritized. Managing and prioritizing time across top customer opportunities, partnering with product on the Insurance FSO and related solutions for future development and to where we make industry investments. A key member of the Insurance Pod as we drive into Insurance being a strategic focus for ServiceNow.

S/he is expected to "roll up their sleeves" and based on their extensive experience is equally comfortable devising a multi-year strategy to penetrate the global market while also updating a tracker with the status of existing opportunities and key areas of pursuit. S/he thrives in a high growth, fast-paced environment, and can maintain a 'north star' point of view despite managing the urgent requests of a given day.
A typical day involves equal parts brainstorming on how to go to market more effectively; attending high-value marketing events operating as an obvious SME; participating in c-suite engagement opportunities; working with Industry leaders and Marquee/Big Bets account teams on specific customers; and regularly meeting with key partner leaders driving mature relationships that support opportunities and driving future pipeline. This implies the ability to embed customer-centric industry muscle and experience, set in a consistent, scalable way. Key partners in this role are Industry & Field Marketing, Industry Geo Sales Leaders, Product, Marquee Account Teams, and Industry GTM Leads. The ideal candidate has a blend of understanding ServiceNow's internal rhythm as well as a highly experienced grounded external point of view on what 'best in class' looks like to help us aspire to a new stature, industry first.
S/he will maintain a pulse on broader ServiceNow and Global Sales priorities, programs, and communications, and advise on ideal messaging, channels and approaches with the goal of delivering the best possible solution for customers. We're looking for a high-energy, relationship building and empathetic partner who has a business building mindset and is a remarkable communicator!
Qualifications
Qualifications

• 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. 20+ years of experience in the with proven success in guiding strategy, operations and day-to-day functions.
• Strong knowledge and experience within the Insurance space, including the ability to collaborate with internal/external teams in assisting with successful integrations for problems in hand.
• Proven pipeline management skills with a consultative sale-cycle approach.
• Strong history of meeting targets with a vision of tangible execution for sustained YoY growth in the insurance industry.
• Ability to utilize your network to help Sales Teams with identifying, prospecting, and supporting sales to potential channels partners to extend offerings into all sized financial institutions.
• Be a consultative partner, building relationships with financial institutions, to help pitch, sell, and close as a value-add to their, IT, claims, service and underwriting solutions and strategies.
• Serve as a strategic advisor to Product, Development, and Marketing to provide industry insight and feedback to produce best in class solutions across the FSO (Financial Services Operations) segment.
• Exceptional written, presentation and delivery (verbal) communication skills - strategic, top down, concise
• Ability to develop trusted advisor relationships with customers and sales organizations; demonstrated ability to advise and influence senior leaders, multiple teams / departments on strategy, messaging and customer engagement.
• Experience producing thought leadership content and communications for an international audience.
• Resourceful, self-motivated and able to prioritize independently shifting workloads in a dynamic, high growth environment.
• Agile business mind: Adept ability to work in a matrix organization structure with a highly distributed team, leading through influence and relationship-building.
• Business application software product marketing, sales or delivery experience is preferred over infrastructure experience.
• Superior organizational skills with ability to effectively prioritize.
• Ability to travel 50-75% of the time.
• Bachelor's and/or master's degree in business, finance, technology or related fields.
• Community builder and team player

For positions in this location, we offer a base pay of $225,000 - $405,000, 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.
From Fortune. ©2025 Fortune Media IP Limited. All rights reserved. Used under license.