Sr. Director, Healthcare Provider Industry GTM Lead

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 - Service Now 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.

Overview

We are looking for a Senior Director for Healthcare Provider Go To Market. The ideal candidate brings a combination of Healthcare Provider sector credibility and enterprise technology depth. They understand how health systems are organized, how they buy, and where the most pressing operational and strategic priorities sit across acute care, ambulatory, and post-acute care delivery models. Critically, they know how to translate that knowledge into repeatable GTM motions, solution-level positioning, and field-ready plays that the broader sales team can execute.

What distinguishes this role from both pure clinical advisors and traditional platform sellers is the combination of the two. This individual brings enough clinical and operational credibility to earn trust with provider executives, and enough platform depth to connect that knowledge directly to Service Now's product capabilities. Translating clinical and operational realities into actual platform workflows, use case design, and solution architecture is the core differentiator this role requires.

It is not strictly provider or clinical experience, and it is not strictly platform or IT knowledge. It is the intersection of the two, applied.

The Senior Director for Healthcare Provider Go To Market will work within a team that already carries deep clinical credibility and strong operational, EMR, and technical knowledge. This role is explicitly complementary. It fills the gap between clinical and technical depth on one side and Service Now product and solution knowledge on the other. The Senior Director will translate platform capabilities into scalable industry plays, own partner co-development motions with key SIs and technology partners, and serve as a connective layer between field sales, product, marketing, and the broader provider ecosystem.

They will be a consistent presence with priority accounts and a builder of field-ready assets that drive pipeline without requiring GTM in every room.

This individual is responsible for the following areas:

How You'll Spend Your Time

Time allocation follows the Global Industries GTM operating model. Roughly 60% of this role is customer-facing: executive engagement, EBC delivery, pipeline creation, and priority account progression. The remaining 40% splits between industry strategy and product collaboration (Responsibilities 5 and 6, approximately 20%) and field enablement, play development, and business reporting (Responsibilities 7 and 8, approximately 20%). This role is most active as a door opener and trusted advisor through the point of technical win.

After that, the account team leads and this role re-engages on an as-needed basis. Commercial, legal, and close milestones belong to the AE and deal team.

Areas of Responsibility

1. Executive Presence and EBC Engagements

Representing Service Now's vision and strategy directly to provider executives is the primary function of this role. This Senior Director will be a leading voice in Executive Business Center engagements, delivering compelling presentations that connect Service Now's platform capabilities to the operational and strategic priorities health system leaders are accountable for. This is not a supporting role in those rooms. This individual owns the narrative, the content quality, and the executive relationship that follows.

Beyond EBCs, this includes industry forums, executive round tables, and targeted account engagements where a senior, credible presence accelerates trust and shortens the path to commitment.

2. Customer Focused Pipeline Development

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