Senior Manager - GTM Readiness, Operations and Field

Job Description

Role Overview

We are seeking a Senior Manager to lead strategic readiness for both operational readiness and field readiness across our go-to-market motion. This leader brings the clarity to set direction for complex launches and the discipline to turn that direction into a clear, executable plan. You will ensure that the business processes, tools, and field teams are ready to transact, sell, position, and demo new and evolving offers, from the back office through to the customer.

The ideal candidate is a strategic thinker who can take an ambiguous launch or transformation and create clarity: what the outcome is, what it takes to get there, who needs to act, and how progress will be measured. You are scrappy yet polished, comfortable influencing without direct authority, and able to connect operational rigor with the needs of sellers and customers. You have led business process transformation, and you know how to design scalable frameworks that outlast any single launch.

What You’ll Do

Strategy and Planning

• Partner with Product, Sales, and GTM leaders to understand strategy, value proposition, and launch objectives, and translate them into a clear readiness strategy.
• Define the scope, sequencing, dependencies, and success criteria for each readiness effort, covering both operational and field readiness.
• Develop detailed execution plans with clear owners, milestones, risks, and decision points, and drive them from inception to completion on time, on budget, and with quality.

Lead to Cash and Operational Readiness

• Lead the stand-up and transformation of Lead to Cash processes, spanning quote, contract, order, billing, and renewal, and ensure transactability for new offers and business models.
• Ensure comprehensive readiness across sales and operations processes (goal to commission, account planning, deal lifecycle) and tools (CPQ, CLM, dashboards) for all sales roles.
• Work with Monetization, Legal, Compliance, Revenue, Sales Operations, and Deal Desk to resolve process gaps and align on how new offers get sold and closed.
• Drive digitization and automation initiatives that improve speed, quality, and scale.

Field Readiness

• Develop and execute field readiness plans for new and evolving offers, preparing sellers, technical sales, and demo teams to sell and position with confidence.
• Create scalable, repeatable readiness frameworks that apply across future in-market launches, and address gaps and overlaps in enablement efforts.
• Establish the cadence and tools that keep field readiness aligned with operational readiness, so the field is never ahead of the back office.

Measurement and Continuous Improvement

• Define and manage leading and lagging KPIs for operational and field readiness, and drive action plans to improve them.
• Conduct rigorous analysis to produce data-driven recommendations for leadership decisions.
• Deliver clear progress updates to stakeholders and senior leadership.
• Apply a customer and partner lens across the journey to identify and act on optimization opportunities.

Qualifications

Must-Have Qualifications

• 8+ years of experience in GTM operations, business process transformation, field readiness, sales enablement, product launches, or a related area.
• Hands-on experience standing up or transforming Lead to Cash processes in a SaaS or enterprise environment.
• Proven track record of setting strategy and driving execution across both operational and field-facing teams in matrixed organizations.
• Strong analytical, facilitation, and project management skills, with the ability to turn complex information into clear plans and recommendations.
• Excellent executive presence and communication, with the ability to influence without direct authority and align diverse stakeholders.
• Comfort operating in ambiguity and fast-paced, multi-priority environments.
• Matrixed people leadership experience, including building and developing high-performing teams.

Nice-to-Have Qualifications

• Experience with SaaS offer launches, including idea to offer and goal to commission processes.
• Experience building field readiness frameworks or enablement programs.
• Background in technical sales, sales engineering, or product-led GTM.
• Familiarity with CPQ, CLM, deal desk, and sales systems.

For positions in this location, we offer a base pay of $139,900 - $244,800, 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

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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

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. 

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