Service Now is seeking an exceptional GTM Strategic Leader—an architect of transformative growth and a catalyst for innovation—who will propel our $1.2B Security and Risk portfolio, growing double digits today to new heights. This portfolio spans across Risk and Security and growth ahead. The successful candidate will seamlessly blend visionary strategic foresight with deep operational mastery, acting as a trusted advisor to senior customers and internal stakeholders. This role requires expertise in orchestrating cross-functional strategies, driving enterprise-wide alignment, and leading large-scale transformations. Success will be measured by the ability to generate a robust pipeline, ensure comprehensive coverage, and consistently surpass global NNACV targets.

The ideal leader is a dynamic, influential operator—skilled at engaging CISOs and CROs (Chief Risk Officer), with deep CISO, Risk and Security experience, shaping strategic direction, and translating vision into scalable, customer-centric execution. This executive will thrive in complexity, expertly manage diverse portfolios, and deliver impactful change at scale.

Reporting directly to the GVP, Horizontal Solutions, this role is a cornerstone of the Horizontal Solution leadership team, entrusted with shaping Service Now’s future trajectory and driving sustained market leadership.

Key Responsibilities:

• Strategic Leadership: Define and execute the GTM strategy across Service Now’s Risk and Security business —ensuring alignment with corporate objectives and market dynamics.

• Collaborative Partnerships: Forge and deepen strategic alliances, notably with the M&A teams expanding the R&S portfolio, to deliver joint GTM strategies and drive sales excellence.

• Innovation & Transformation: Reimagine CISO and Chief Risk Officer (CRO) GTM through inventive pricing, packaging, and sales programs that set new industry benchmarks.

• Enterprise Alignment: Partner with Product, Geo, Account, Industry, Solution, Marketing, Customer Excellence, Partners, and Analytics leaders to create clarity, synchronize execution, and maximize impact.

• Executive Engagement: Cultivate and sponsor high-level relationships with CISO, Chief Risk Officers at leading global enterprises.

• Customer-Centricity: Champion a culture where customer feedback directly informs product and GTM decisions, embedding customer-centricity at every level.

• Operational Excellence: Drive cross-functional alignment across GTM motions—launch planning, enablement, and performance tracking—while optimizing operating models, governance, and KPIs for scalable accountability.

• Enablement & Growth: Design innovative enablement strategies to upskill sales and GTM teams, fostering a high-performance, growth-oriented culture.

• Market Leadership: Anticipate market trends, competitive shifts, and emerging technologies to ensure Service Now’s GTM strategy remains ahead of the curve.

• Brand Stewardship: Represent Service Now at premier industry forums and with customers as an Executive Sponsor, amplifying brand reputation.

• Team Leadership: Inspire and mentor a global team of 6 GTM strategists and operators, plus an extended team of 100+ across two disciplines, cultivating innovation, collaboration, and continuous improvement.

Qualifications:

• 20+ years of progressive experience in GTM strategy, business operations, or customer success, Security and Risk experience, including 5+ years in GTM leadership and 5+ years in senior executive roles.

• Demonstrated “AI-first” mindset and a relentless growth orientation.

• Proven success driving strategic initiatives and operational execution in complex, matrixed environments.

• Deep expertise in CXO-level (specifically CISO and Chief Risk Officer) engagement and executive influence.

• Exceptional analytical, communication, and storytelling abilities.

• Experience in SaaS, cloud, or enterprise technology strongly preferred.

• MBA or equivalent advanced degree is advantageous

What We Offer:

• Executive-level visibility and impact.

• A dynamic, collaborative environment with top-tier talent.

• Competitive compensation and benefits.

• Opportunities for growth and leadership across the organization.

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.

For positions in this location, we offer a base pay of $248,100 - $421,900, 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.

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 Service Now employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, Service Now may confirm the distance between your primary residence and the closest Service Now office using a third-party service.

Equal Opportunity Employer

Service Now 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 globaltalentss@servicenow.com 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), Service Now may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon Service Now 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.

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 — Service Now 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.