• Be the trusted advisor to the sales team, collaborating on pricing, product, and commercial terms for non-standard transactions

• Establish alignment between customer executives and Service Now

• Lead deal structuring efforts for critical client engagements, including client facing negotiation

• Own and drive negotiations of complex deal financial structure, terms and conditions that affect revenue, legal, operations, discounts, etc. that are necessary to close strategic agreements with customers.

• Partner with key functions to deliver outcomes aligned to client expectations and internal requirements (e.g. revenue, legal, sales operations, etc.)

• Maintain deep understanding of regional account strategy and criteria for opportunity engagement

• Increase the competency of account teams by enabling them on deal structuring and negotiation skills

• Ensure sales and negotiation strategies adhere to established discounting guidelines, policies and standards

• Contribute to initiatives and improvement projects

• Collaborate with cross-functional teams to ensure expeditious deal closure and that the business we enter into is good for both Service Now and our Customer

• 5-7+ years of experience in a finance, deal desk, contracts, sales operations, or revenue role; Software / SaaS experience preferred

• Minimum 5-7+ years of experience in a strategic contract negotiation role

• Collaborate with Customers and Service Now teams to identify mutually acceptable commercial options to facilitate deal closure

• Demonstrated success with large complex commercial and legal negotiations working with procurement, legal, and business teams

• Ensure transactions comply with revenue recognition and business operational policies that meet company's margins and revenue growth goals

• Provide deal construct guidance to Sales & Sales Management, demonstrating a keen understanding of Service Now’s product offerings

• Provide approvals responsibly

• Liaise between Field Sales and Revenue Accounting on accounting questions

• Train, Mentor and enable Field Sales team, Sales Operations Specialists on deal structuring principles, pricing and packaging

• Strong business / commercial acumen with excellent communication skills - verbal and written coupled with the ability of developing and maintaining trusted relationships with Sales teams

• A thorough understanding of the sales process and the ability to navigate and progress long, complex sales cycles

• Self-motivated and able to work under pressure; dependable with deliverables and deadlines, able to multi-task

• Experience with Public Sector or Federal sales transactions is a plus

• Flexible to work extended hours during peak periods

• BS, finance or MBA, Business Administration a plus

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.