ServiceNow

CIO Strategic Initiatives GTM Lead

ServiceNow • $163K — $269K *
Kirkland, WA 98034In-Person
Enterprise Technology
11 - 15 years of experience
Today
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Job Overview by Ladders

Qualifications

  • 15+ years in GTM strategy, solution sales, business operations, or customer success with 5+ years in senior leadership.
  • Proven track record of creating scalable GTM execution with measurable pipeline growth.
  • Experience in building playbooks and buyer motions across various industries and geographies.
  • Strong analytical skills with account planning and signal-led decision-making experience.
  • Deep engagement experience with senior stakeholders, particularly CIOs, to influence decisions.
  • Exceptional communication and storytelling abilities.
  • Preferred experience in SaaS, cloud, or enterprise technology; familiarity with IT workflows is a plus.
  • MBA or equivalent advanced degree is preferred.

Responsibilities

  • Own priority CIO strategic initiatives end to end, from launch to generating repeatable programs.
  • Build and activate CIO sales playbooks, ensuring consistent execution across regions and industries.
  • Conduct sales readiness and enablement workshops for Core and Solution Sellers, integrating feedback to enhance training.
  • Support the Autonomous IT motion, focusing on the attachment of IT solutions across CIO deals.
  • Refine and elevate solution messaging with Product Solution Marketing for clarity and impact.
  • Collaborate with Technology Workflow BUs to develop GTM strategies, including pricing and market positioning.
  • Drive integration of GTM initiatives across various global teams to ensure scalability and performance tracking.
  • Support partner co-sell strategies for joint growth and market reach.
  • Stay abreast of market trends and emerging technologies to inform GTM strategies and positioning.
  • Represent the company at industry events and forums; lead propensity modeling to target high-conversion opportunities.

Benefits

  • Senior leader level visibility and impact.
  • Dynamic, collaborative environment with top-tier talent.
Full Job Description
Job Description

CIO Strategic Initiatives GTM Lead

Overview

As the CIO Strategic Initiatives GTM Lead, you will drive the growth strategies for our CIO (IT) solutions portfolio, and drive cross-product solution offerings with other product groups. Reporting directly to the VP, Global Head CIO solutions GTM, you will be the owner for priority CIO initiatives - turning strategic insights into repeatable, scalable GTM motions, sales plays, and assets (e.g. playbooks) for the team. This role is ideal for a results-oriented professional with a passion for customer-centric innovation and cross-functional collaboration.

Key responsibilities
  • Own a focused set of priority CIO strategic initiatives (e.g., AI-Native adoption) end to end - taking each from launch to a repeatable program that reliably leads to pipeline generation, progression, and customer retention.
  • Build, maintain, and activate the CIO sales playbooks (e.g. value story, buyer conversations), prioritized plays, and messaging - so teams run each motion consistently across regions (AMS, EMEA, APAC, Japan) and industries to drive NNACV.
  • Run sales readiness and enablement workshops so Core and Solution Sellers can execute the plays with confidence; incorporating feedback into future training.
  • Support the Autonomous IT motion by increasing attach rate of IT solutions and expansion across all CIO deals, in alignment with GTM priorities around selling the NOW platform.
  • Elevate, simplify, and transform solution messaging in partnership with Product Solution Marketing (PSM), ensuring clarity and impact across all channels.
  • Collaborate with the Technology Workflow (TWF) BUs to develop and refine GTM strategies, including insights into pricing, packaging, and market positioning, as needed.
  • Drive integration of GTM initiatives across Global Partnerships & Channels (GPC), Customer Excellence Group (CEG), PSM, and Industry Solutions to ensure scalability and performance tracking.
  • Support partner co-sell strategy and solution partner enablement to unlock joint growth and market reach.
  • Stay ahead of market trends, competitive shifts, and emerging technologies to inform GTM strategy and positioning.
  • Represent the company at industry events, panels, and executive forums.
  • Lead propensity modelling exercises: using data and buying signals to focus investment decisions, prioritizing the accounts, industries, and regions most likely to convert and scale.
  • Support high-impact deals across stages - from planning and discovery through client workshops - advising field and geo leadership on strategic execution and customer unlock.
  • Foster a culture of innovation, collaboration, and continuous improvement.
  • Opportunities for growth and leadership across the organization.


Qualifications
  • 15+ years of experience in GTM strategy, solution sales, business operations, or customer success, with at least 5 years in a senior leadership role.
  • Proven track record turning strategy into durable, repeatable, and scalable GTM execution with measurable pipeline growth.
  • Experience building and scaling playbooks and buyer motions across industries and geographies.
  • Strong analytical skills, including familiarity with account planning models (e.g. buying propensity) and signal-led decisions.
  • Deep experience engaging senior stakeholders (e.g. CIOs) and influencing executive decision-making.
  • Strong communication and storytelling skills.
  • Experience in SaaS, cloud, or enterprise technology preferred.
  • Familiarity with IT workflows (ITSM, ITOM, Asset Management, Portfolio) and adjacent domains is a plus.
  • MBA or equivalent advanced degree is a plus.

What we offer
  • Senior leader level visibility and impact.
  • A dynamic, collaborative environment with top-tier talent.

For positions in this location, we offer a base pay of $163,380 - $269,570, 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

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

About ServiceNow

ServiceNow provides cloud-based solutions that define, structure, manage, and automate services for enterprise operations in North America, Europe, the Middle East, Africa, the Asia Pacific, and other countries. The company offers service management solutions, including incident, problem, change, request, and cost management as well as service catalogs; and IT, HR, facilities, and field service management solutions. It also provides IT operations management solutions covering service mapping, delivery, and assurance solutions; business management solutions such as financial management, project portfolio suite, vendor performance management, and performance analytics as well as governance, risk, and compliance; and application development services.

ServiceNow Careers

Join the dynamic team at ServiceNow, a global leader in digital workflow solutions, where innovation and leadership converge to shape the future of work. At ServiceNow, we offer more than just job opportunities; we provide a platform for professional growth and a chance to be part of a culture that values diversity, creativity, and continuous learning.

Work You’ll Do

Embark on a career journey with ServiceNow and contribute to the world’s leading enterprises' digital transformation. Our team is at the forefront of developing cutting-edge technologies that improve how people work. With ServiceNow, you will use your skills to impact businesses and industries profoundly, driving efficiency and innovation.

Join Our Market-Leading Team

ServiceNow is not just another technology company. We are a team that thrives on diversity and leadership, fostering an inclusive environment that promotes growth and development. Our commitment to diversity training ensures that every team member can achieve their potential.

Innovative Work

ServiceNow is home to more than 10,000 dedicated professionals who lead the charge in digital workflows and enterprise solutions. As part of our team, you will engage in projects that merge technology with practical applications, creating revolutionary products that advance how services are delivered and managed.

Career Development

At ServiceNow, your career trajectory is filled with boundless opportunities. We support your growth with robust training programs, leadership development courses, and access to global challenges. Whether you are looking for an internship, full-time position, or leadership role, ServiceNow equips you with the tools to excel.

Be Part of a Great Team

Working at ServiceNow means being part of a community that values teamwork and innovation. Our collaborative environment encourages networking and sharing ideas, making our workplace vibrant and dynamic. The benefits of joining ServiceNow extend beyond comprehensive health and wellness; they include fostering professional connections and friendships that last a lifetime.

Explore Job Opportunities and Internships

Whether you’re a seasoned professional or a recent graduate, ServiceNow offers a range of employment options to suit your career goals. From internships that provide real-world experience to full-time positions that challenge you to leverage your expertise, we are committed to hiring the best talent.

Stay Connected

Join Our Team Search open positions that match your skills and interests. At ServiceNow, we look for passionate, curious, and solution-driven team players. Explore the possibilities that await you at a company that is committed to your professional success.

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ServiceNow Careers

Empowering professionals to achieve more, ServiceNow is where careers are future-proofed, and ambitions are realized. Join us in our journey of growth and innovation.
Learn more about ServiceNow
Size
16,881 employees
Market Cap
$76.5 billion
Industry
Information Technology
Net Income
$118.5 million
Founded
2004
5 Year Trend
+33.5%
Revenue
$4.5 billion
NASDAQ
NOW
* Ladders Estimates

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