Senior Manager

Summary

Join ServiceNow as a Strategic Customers - Global On-Premises (Elevate) Senior Manager, reporting to the VP, Strategic Customers - Global Revenue Programs (Elevate). You will lead the strategy and management for critical On-Premises deals, partnering with Sales, GTM, and Finance functions to drive global revenue. Responsibilities include owning On-Premises revenue management, establishing sales processes, leading forecasting and pipeline management, developing strategic revenue plays, and driving strategic deal support and execution. You will also collaborate cross-functionally to ensure success. The ideal candidate possesses extensive experience in GTM Strategy/Planning or Sales Operations, particularly in SaaS or enterprise tech, and a proven track record of success in developing quota systems and forecasting frameworks. This role requires strong analytical, communication, and problem-solving skills, along with the ability to lead and collaborate effectively across diverse teams.

Requirements

• 7+ years in GTM Strategy/Planning or Sales Operations, ideally in SaaS or enterprise tech
• Proven success in developing quota systems, pipeline modeling, and forecasting frameworks at global scale
• Proven ability to design and implement new operating models that support quota achievement
• Strong experience partnering with sales, finance, and product teams to set and scale GTM strategies
• Expertise with BI/reporting tools (Dynamics 365, Power BI) and advanced Excel modeling skills
• Familiarity with strategic deal mechanics (volume pricing, multiphase deals, bundling, etc.)
• Deep analytical skills and a data-driven mindset
• Exceptional communication and presentation skills
• Strong problem-solving skills, with a results-driven and innovative mindset
• Ability to lead and collaborate across diverse teams, both internally and externally
• Intrinsically curious about emerging technologies and their application in solving business challenges
• Team player of unquestionable integrity, credibility, and character
• Experience within a large organization; ability to quickly establish trust-based relationships internally to get support for customer sales objectives
• Strong leadership, problem solving, and decision-making abilities
• Continuous improvement and growth mindset

Responsibilities

• Own On-Premises Revenue Management
• Serve as the global point of contact over management of On-Premises revenue goals, partnering closely with sales leadership to manage against quarterly and annual targets
• Establish and Operationalize Sales Processes
• Design and implement scalable, repeatable processes for pipeline tracking, forecasting, health assessments, and revenue linearity across all GEOs
• Continuously refine and scale operating mechanisms to support predictable On-Prem revenue attainment
• Lead Ongoing Forecasting and Pipeline Management
• Manage the ongoing end-to-end operating processes for On-Premises deals, ensuring accuracy, predictability, and consistency
• Partner with sales operations and regional teams to monitor pipeline coverage, conversion rates, and deal velocity
• Identify, Develop, and Scale Strategic Revenue Plays
• Surface and shape new commercial strategies tailored to key customer segments or market dynamics (e.g., regulated industries, hybrid cloud needs)
• Pilot, operationalize, and scale high-impact motions that drive incremental On-Prem revenue, including playbooks, packaging, and pricing strategies
• Drive Strategic Deal Support and Execution
• Engage directly with sales teams and cross-functional partners to support execution of high-value, complex On-Prem deals
• Provide deal-level forecasting insight, commercial strategy input, and operational coordination to accelerate closing
• Act as a strategic advisor to sales leaders, enabling repeatable success in enterprise-scale On-Prem engagements
• Partner Cross-Functionally to Enable Success
• Collaborate with Finance, Product, Operations, and Digital Technology teams to align on data, systems, and commercial innovation that support revenue growth
• Serve as a central voice for On-Prem strategy within the broader go-to-market organization

Preferred Qualifications

• Experience operating in or supporting regulated markets (e.g., public sector, financial services, healthcare) with an understanding of compliance, data sovereignty, and risk considerations, a plus
• Strong understanding of customer infrastructure preferences, particularly in making decisions between cloud-based and on-premises data center models, a plus

Benefits

• Health plans, including flexible spending accounts
• A 401(k) Plan with company match
• ESPP
• Matching donations
• A flexible time away plan
• Family leave programs