AI GTM Leader

Company Description
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.
Job Description
Reports to: VP, AI GTM Leader
We are on a journey to innovate across ServiceNow's go-to-market (GTM), delight our customers, and fuel our unparalleled climb to $30B. ServiceNow's unique positioning to drive exponential productivity with AI is accelerating our climb! With this rapid scale and dynamic growth we're hiring Business Development Managers to capture this generational moment and uncork the AI business.
As a Principal Gen AI Specialist, you will play a pivotal role in helping sales leadership define, shape and execute Gen AI strategies within their business. You will help role out initiatives that contribute to market success of ServiceNow's Agentic AI products and will work closely with our leadership to define and execute Go-To-Market (GTM) priorities for Agentic AI and Gen AI across all elements of the integrated ServiceNow Platform.
In this role, you will drive cross-functional collaboration to execute strategic initiatives, help uplevel the AI proficiencies of the core team and engage with key pursuits and Accounts. This role requires a seasoned professional with sales leadership, business development, strategy and operations expertise. The candidate must be able to combine AI domain expertise with sales execution excellence to quickly drive action and deliver measurable results.
Successful candidates must be self-starters with a consistent track record of exceeding quota in a fast-paced sales environment, especially for new and incubating technologies. They will have superb leadership skills, high level of integrity, coaching acumen, strong executive presence and communication skills, and a passion for winning as a team. They will exemplify the "Hungry and Humble" ServiceNow mantra to extend the reach and influence of our field teams.
What you get to do in this role:

• Develop and execute growth strategies at regional level in conjunction with adjacent functional leaders (Field Sales and Pre-Sales Leadership, Marketing, Alliances & Channels, Professional Services and Sales Operations teams) to effectively scale our AI business.
• Collaborate closely with leadership to align priorities and business objectives. Help build, manage and report on the AI forecast and pipeline.
• Contribute to a high powered global team of Gen AI BDM specialists by sharing best practices and supporting your teammates.
• Partner with our Partner and Channel organization to build a sell to, with and through model for AI in your territory.
• Monitor industry developments, competitor activities, emerging trends, potential business opportunities, and customer requirements to provide feedback and insights that inform product managers and leadership.
• Help coach the core teams with deep AI expertise to identify specialty solution opportunities and help manage the sales cycle.
• Partner cross-functionally to design, build and execute the AI sales growth strategy across all product workflows and all sales geographies.
• Establish & drive sales best practices across the organization including reference accounts, demand gen activities, repeatable sales plays, enablement and partner activation.
• Be a trusted advisor and leader across the team, be a go-to expert for EBCs, and a respected presenter in sales and market conferences.
• Engage directly with customers at C-level to champion large deals and ensure success.

Qualifications
Strong proficiency with AI sales as a Sales, SC or practitioner of AI capabilities. Specialist sales experience is a plus. Deep AI and Automation solution experience is a must.

• 10+ years experience in technical consultative selling, account management, or sales strategy roles.
• Sales experience in large, global software companies (2,000+ employees); skilled at operating in a matrixed sales environment.
• Strong experience managing multi-tiered customer relationships, selling to large customers and establishing relationships at the C-suite level.
• A consistent track record of meeting and exceeding team quotas.
• Superior knowledge and demonstrated skills of sales techniques, customer interaction, customer relations.
• Strong organization, communication, teamwork, presentation, problem solving and time management skills.
• Proven track record in business development and strategic planning with VP level leadership
• The ability to navigate and collaborate through complex opportunities.
• A winning, can do attitude, strong work ethic, humility and excellent team building communication and listening skills.
• The willingness and ability to travel 50% of the time.

For positions in this location, we offer a base pay of $190,000 - $235,000, 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.
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.
Equal Opportunity Employer
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.
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 [email protected] 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), 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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