Director, Customer Outcomes Go To Market

Job Description

Company DescriptionIt 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 DescriptionWe’re in growth mode across the AMS region—and looking for a seasoned, strategic, and high-impact Services Sales Leader to drive our Professional and Strategic Services business. This role comes with a clear booking and revenue target and will be a key force behind expanding ServiceNow’s footprint through business transformational, value-led services engagements all configured on the ServiceNow AI Platform.

You will not only lead a high-performing team but also serve as a strategic pillar of our Customer Excellence Group (CEG) organization—working across functions to influence customer adoption, retention, and value realization. This role is central to our mission: to make ServiceNow the best buying decision our customers have ever made.

This role isn’t just about growth—it’s about AI and Business transformation. You’ll be responsible for driving large, complex, and transformational service-led deals with some of the most strategic customers across the region, while also coaching and developing your team to build those same capabilities. What you get to do in this role: Own the sales strategy for Services (Professional services and Customer Success), aligning with all Field Sales, Partners, and Marketing to deliver a seamless “land‑and‑expand” motionDevelop and close business and technology lead transformational, end to end services deals that elevate the customer relationship and accelerate business value realizationCoach and mentor your team to identify, shape, scoping and close complex service engagements, building long-term capability across the regionOwn and deliver against a defined Services booking and revenue target across Drive consistent forecasting, pipeline growth, and operational discipline to support predictable bookings, margin and revenue and well as qualify opportunities and scoping.

Recruit, develop, and lead a high-performing GTM team with a focus on coaching, development, and quota & participation performancePartner with field teams on opportunity qualification, pipeline health, territory planning, and account strategiesBuild deep, trusted relationships with customer C‑suite and internal stakeholders across functionsCollaborate closely with Services Sales Pre-Sales, Services Delivery, Product Management, Customer Success, and Field SalesQualificationsWhat Success Looks Like Exceeded Services-led bookings and revenue across Closed high-value transformational deals that materially impact customer strategy and platform adoption Develop a high-performing Services Sales team with repeatable plays for value-based selling Aligned regional efforts to CEG’s broader KPIs, influencing outcomes well beyond services sales, such as NPS, Gross Retention and Net New Licenses Sales Strengthened cross-functional relationships across Field, Services Delivery, and Customer Success15 years of services selling experience in a quota carrying role or equivalent5 years minimum in a leadership role in services sales or equivalent

EWJD3