Director, Americas Sales Strategy & Operations

Director, Americas Sales Strategy & Operations

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.

The Director, Americas Sales Strategy & Operations is a senior operator and advisor to the COO for the Americas. This role looks beyond the current quarter to anticipate what's next—ensuring strategic readiness for the next quarter, fiscal year, and beyond. You'll lead business rhythm, forecast inspection, and operational excellence while managing a portfolio of strategic projects across the GTM organization.

What you get to do in this role:

• Partner directly with the COO to define, drive, and operationalize the Americas sales strategy.
• Look ahead across quarters to anticipate business performance, pipeline coverage, and resource needs.
• Lead and manage QBRs, forecast reviews, and executive performance readouts with clear insights and accountability.
• Run special projects that span sales strategy, GTM transformation, and cross-functional initiatives across Marketing, Finance, and Product.
• Translate strategic priorities into execution plans and measurable outcomes.
• Identify bottlenecks and streamline operational processes to improve decision speed and sales productivity.
• Create executive-ready materials and performance insights to support data-driven decisions.
• Drive system enhancements to improve operating cadence across the GTM organization in partnership with Analytics.
• Serve as a connective layer across Sales, GTM, and Operations teams to ensure alignment and operating rhythm.

To be successful in this role you have:

• 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.
• 8+ years of experience in Sales Strategy, GTM Operations, or Management Consulting within enterprise software or a large-scale technology company.
• Proven track record in driving forecasting, pipeline analytics, and sales performance governance.
• Strategic and analytical thinker with strong command of metrics and business modeling.
• Executive-level communication and influencing skills, with the ability to align cross-functional teams.
• Hands-on operator comfortable balancing long-term strategy with day-to-day execution.
• Experience as a Business Manager, Chief of Staff, or operational leader supporting senior executives preferred.
• Understanding of how AI and automation can enhance business decision-making and efficiency.
• MBA or equivalent experience a plus.

For positions in this location, we offer a base pay of $189,100 - $331,000, 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.