The Business Operations GTM Lead acts as the operational backbone for strategy and GTM execution, including Hyperscaler and other strategic sales priorities in the respective region. This role drives operational discipline across pipeline management, forecasting, governance cadences, and program execution to enable regional growth in close partnership with Sales leadership, COOs, Partner teams, and Global GTM functions.
The ideal candidate has a strong foundation in GTM operations, program execution, forecasting, and stakeholder management in a matrixed enterprise environment.
1. Forecasting & Pipeline Management
Own weekly, monthly, and quarterly forecasting cycles for Hyperscaler and other sales initiative pipelines (NNACV, CACV, logos, marketplace transactions).
Partner with Sales Ops, Partner Ops, and GTM teams to ensure deal hygiene, accurate stage mapping, partner attribution, and forecast confidence.
Prepare and deliver regional inputs for executive reviews (MBR, QBR, Forecast Calls).
Track commit vs upside vs coverage across Hyperscalers.
2. GTM Cadence & Governance
Run the regional operating rhythm for strategic priority GTM for sales — pipeline reviews, forecast calls, partner syncs, and GTM council meetings.
Ensure alignment with global standards, templates, and governance frameworks.
Identify and escalate risks, blockers, and opportunities to Geo COO and Global Ops ahead of reviews.
3. Program Execution & Strategic Initiatives
Lead regional execution of Hyperscaler migration and other strategic priority sales initiatives.
Monitor migration burndown, default landing progress, and co-sell enablement milestones.
Coordinate shared services (enablement, partner, communications) to support execution.
Serve as the regional point of escalation for field execution issues.
4. Data Integrity & Reporting
Enforce pipeline hygiene and CRM data accuracy (partner tagging, motion codes, cloud attribution).
Partner with Sales Ops to maintain clean dashboards and automate hygiene alerts.
Deliver executive-ready weekly/monthly performance summaries highlighting trends and insights.
5. Stakeholder Engagement
Act as the single point of contact for the Geo Lead on Hyperscaler and other strategic sales GTM execution and metrics.
Partner with Sales, Marketing, Partner, and Enablement functions to ensure alignment and smooth program delivery.
Support governance processes through documentation, reporting, and stakeholder communications.
Forecast accuracy within ±5–10%
≥95% pipeline hygiene compliance
Timely and accurate reporting for weekly/MBR/QBR cadences
Migration burndown targets achieved
Increased operational alignment and reduced escalations
10+ years of experience in Business Operations, GTM Operations, Program/Project Management, or related field in technology or SaaS.
Strong understanding of GTM processes and lead-to-cash lifecycle.
Experience supporting initiatives across sales, marketing, or partner organizations.
Excellent stakeholder management in matrixed global organizations.
Solid analytical skills and experience with forecasting, reporting, and dashboard creation.
Familiarity with CRM systems (e.g., Salesforce) and GTM tooling.
Strong communication skills with ability to influence across levels and functions.
Bachelor’s degree or equivalent practical experience.
Bonus: Experience working with Hyperscaler cloud ecosystems (AWS, Azure, GCP) and GTM motions such as co-sell and marketplace.
Why Join Us**
This role provides a unique opportunity to shape GTM execution at scale , working directly with regional and global leadership to drive strategic growth initiatives. You’ll be a critical operational anchor enabling clarity, velocity, and impact in one of the most dynamic areas of our business.
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.
ServiceNow 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.
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.
For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.
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