Director, Strategic Deal Development

Role Summary

The Director, Strategic Deal Development is responsible for creating, shaping, and advancing proactive enterprise deal opportunities across Service Now’s highest-impact motions. This role carries a global quota and is accountable for originating and progressing complex, transformational opportunities that require executive engagement, cross-functional orchestration, and deep platform-level storytelling.

This role works in close partnership with the account teams to shape and progress complex, transformational opportunities, bringing deep platform expertise, executive-level deal orchestration, and access to strategic programs to support holistic customer transformation.

Operating upstream of traditional sales motions, this role focuses on opportunities that cut across business units, require platform-level thinking, and benefit from intentional deal development beyond standard account execution.

Key Responsibilities

Revenue & Deal Ownership:

· Carry a global quota tied to the creation and progression of strategic and transformational deals.

· Own a defined portfolio of high-impact opportunities, driving them from early signal through late-stage pursuit and close.

· Act as the deal development owner for assigned opportunities, ensuring clarity, momentum, and executive alignment throughout the pursuit lifecycle.

Proactive Deal Development

· Proactively shape identified transformational opportunities across:

o Office of the CEO–sponsored deals

o Marquee accounts (top 75 global customers)

o Inspire Value–led industry and use-case motions

o Partner- and ecosystem-driven opportunities

· Develop cross-business-unit deal hypotheses that leverage the full Service Now platform, not isolated products.

Deal Shaping & Orchestration

· Lead strategic deal shaping, including transformation narrative, value hypothesis development, investment strategy, and sequencing of executive conversations.

· Orchestrate cross-functional teams and programs to support holistic deal development.

· Maintain deal momentum by identifying blockers, aligning stakeholders, and driving clear next steps at every stage.

Executive & Platform Storytelling

· Serve as a credible transformation leader with customers, articulating the end-to-end Service Now platform story and its impact on operating models, outcomes, and enterprise value.

· Elevate conversations from point solutions to enterprise-wide transformation.

· Partner with internal executive sponsors to reinforce strategic messaging, urgency, and alignment

Qualifications & Profile:

· Senior experience shaping and progressing large, complex enterprise deals

· Proven success in quota-carrying, outcome-driven roles

· 8-10 years of experience in the software industry

· 2 + years of Large Deal or Corporate Strategy/Business Development experience, supporting complex transactions such as M&A, IP Acquisition, Revenue Share Models, etc.

· Strong executive presence and comfort engaging C-suite stakeholders

· Deep understanding of platform-based enterprise selling

· Experience working across sales, consulting, value engineering, strategy, or transformation initiatives

· Ability to influence without authority and orchestrate global, cross-functional teams

· Comfort operating in ambiguity and building structure where none exists

For positions in this location, we offer a base pay of $193,550 - $319,340, 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.