Director, Inspire Value

Job Description

Service Now is seeking a Director, Inspire Value to build and scale a value-led transformation capability that accelerates NNACV growth, pipeline origination, executive customer intimacy, AI adoption, and industry leadership across our most strategic customers.

This leader sits at the intersection of consultative selling, executive engagement, and AI-powered value delivery — and is responsible for shaping how our customers see and realize the transformational potential of the Service Now platform.

You will model excellence in executive engagement, partnering closely with Account Executives, Client Directors, and cross-functional stakeholders to build compelling, industry-grounded value narratives that drive pipeline expansion, competitive differentiation, customer value realization, and long-term customer momentum.

Success will be measured not only by team performance, but by the organization’s ability to originate and accelerate customer value at scale.

• Lead and develop a team of value strategists responsible for driving NNACV growth, pipeline origination, executive customer intimacy, industry leadership, and AI-enabled value delivery across the region.
• Drive pipeline creation, expansion, conversion, and value attachment by coaching the team to produce Business Value Assessments, Strategic Value Perspectives, Dream Big account strategies, and Executive Roadmaps.
• Lead marquee executive engagements while coaching the team to expand C‑suite relationships and customer intimacy across strategic accounts.
• Build and scale Inspire Value intellectual property and AI-enabled delivery capabilities, including industry narratives, value models, executive assets, and reusable methodologies.
• Scale AI-first ways of working by embedding AI into customer engagements, content creation, value analysis, and team operations.
• Build a collaborative culture aligned to Living the Cube through active participation in industry circles, cross-functional communities, and knowledge sharing.
• Use customer insights and market trends to identify emerging needs while developing reusable IP, services, tools, and methodologies that scale organizational impact.
• Represent Service Now at executive forums and facilitate high‑stakes customer workshops, white papers, and thought leadership that reinforce our position as a trusted advisor and strengthen Service Now’s leadership in value‑led transformation.

• 12+ years of experience across management consulting, enterprise software value selling, business transformation, or strategy leadership, with a demonstrated track record of driving measurable business outcomes.
• Proven track record of leading and inspiring high‑performing teams through clear goal setting, hands‑on coaching, AI‑enabled productivity, and a culture of accountability and excellence.
• Distinctive executive presence with C‑suite leaders across multiple functional domains, with demonstrated ability to grow and expand customer relationships.
• Exemplary analytical and financial acumen — able to build, stress‑test, and communicate compelling business cases with credibility.
• Deep expertise in leveraging technology to drive transformational business outcomes, with a focus on connecting platform capabilities to measurable KPIs.
• Experience leading AI‑first ways of working, including embedding AI into customer engagements, value analysis, content creation, workflow automation, and organizational productivity.
• Strong ability to build alignment across a matrixed organization, working effectively with sales, marketing, product, services, and partner ecosystems.
• Operates with integrity, curiosity, and a win‑as‑a‑team mindset consistent with Service Now values.
• Ability to travel up to 30–50% of the time.
• Demonstrated ability to drive measurable business outcomes including NNACV growth, pipeline origination, and value realization.
• Experience building scalable intellectual property, reusable methodologies, or go‑to‑market capabilities that extend organizational reach and customer impact.

Service Now is an equal opportunity employer. All qualified applicants will receive consideration for…