Director, Life Sciences Go-To-Market, Pharma

Location: Raleigh, North Carolina, us, Remote

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, Service Now is the AI control tower for business reinvention. Our Service Now AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better.

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We are looking for a Director for Life Sciences Go-To-Market focused primarily on pharmaceutical accounts with secondary depth in Med Tech, covering accounts that span both.

This is a hybrid role. It combines pharma operating credibility across drug development, clinical operations, manufacturing and quality, and commercial functions with enough platform depth to turn that credibility into repeatable GTM motions, solution positioning, and field-ready plays. It is neither a pure industry-advisor role nor a pure platform-seller role.

The Director reports to the Global Head of Life Sciences GTM and works alongside a team that already carries deep pharma and Med Tech technical credibility. This role's job is to convert that credibility into scalable GTM motions, not to duplicate it.

Howyou'llspend your time

Time allocation follows the Global Industries GTM operating model.

• 60% customer-facing: executive engagement, EBC delivery, pipeline creation, and priority account progression. Within this,roughly 70% is pipelinecreationand 30% is pipeline progression in priority accounts.

• 20% industry strategy and product collaboration: partnering with account executives and GTM partners on account-level strategy and bringing market signal into product roadmap conversations.

• 20% field enablement and business reporting: building field-ready plays andassets andtrackingpipelinecreated and influenced against goals.

This role is most active as a door opener and trusted advisor through the point of technical win. In Now Sellterms , that means primary ownership at account planning and discovery, active support through technical validation on strategic accounts with an established senior relationship andlargelystepping back once the deal reaches commercial and close, where the account team leads and this role re-engages only as needed with the relationship contact.

Areas of responsibility

1. Executive presence and pipeline creation

Be a credible senior voice with pharma executives in Executive Business Center engagements, industry forums, and executive round tables, connecting Service Now's platform to what pharma leaders are accountable for: R&D velocity, regulatory readiness, manufacturing quality, and commercial execution. Extend into Med Tech conversations on accounts that span both. Pipeline created and influenced through this work is measured on in-quarter NNACV.

2. Pipeline progression and deal support

Partner with account executives to progress pipeline: form relationships with key buying-center executives, sharpen the business case, and shorten deal cycles by bringing pharma industry expertise into account strategy, particularly on accounts with senior stakeholder complexity that call for an objective, practitioner-level voice.

3. Industry logic behind platform demonstrations

Ensure the business case and clinical or operational logic behind demos and proof-of-concept work is sound and lands with executives, by working with solution consultants across clinical trial…