Head of GTM Operations,.org

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Service Now.

Org

The Head of GTM Operations, Service Now.org, will play a pivotal role in the overall success of our nonprofit business unit. They will be responsible for designing and implementing strategies and overseeing operational aspects of the sales organization, ensuring efficiency, while driving the strategic growth and maturity of the business. This role requires a leader with a deep understanding of sales processes across the revenue operations cycle (demand/pipeline, forecasting, post-sale), partner management, and business scaling.

This role will serve as a trusted advisor to the Group VP Service Now.org and the main operational lead for a diverse range of strategic planning and business operations functions with a special focus on revenue growth, KPI achievement, and resource management.

• Collaborate with the GVP Service Now.org in setting and driving organizational vision, strategy revenue and workforce plans
• Use data-driven insights to improve, evolve and implement GTM Strategy based on market conditions and overall company priorities.
• Translate strategy into actionable steps in partnership with the Sales Leaders and extended team members, to instantiate the NOW Sell sales methodology. Support adoption of:
• GTM / Customer Segmentation
• Quota Setting and Compensation
• Account / Territory Planning
• Pipeline Management
• Forecasting
• Renewals
• Win/Loss Analysis
• Sales Enablement
• Reporting / Dashboards
• Analyze sales performance metrics and KPIs, identifying areas for improvement and ensuring continuous optimization of sales strategy
• Identify, initiate and run integrated sales plays across Sales, Marketing, GSD and Partners to accelerate NNCV in core solution areas in partnership with Product Marketing
• Develop and manage the operational budget, ensuring alignment with strategical goals
• Work cross-functionally across sales and all other functions (marketing, finance, product, etc.)

• 10+ years of experience in sales and/or sales operations within a software sales organization (enterprise SaaS)
• Demonstrated success in scaling operations for a high-growth tech company
• Strong understanding of sales operations, enablement and SaaS metrics
• Proficiency with CRM platforms, reporting/analytics tools and software’s
• Experience with the nonprofit sector a plus
• Strategic thinking skills and the ability to translate big picture strategic goals into actionable plans
• Strong analytical skills, strong data-driven decision‑making capabilities
• Excellent written and verbal communication skills, with the ability to influence stakeholders at all levels
• Ability to adapt and thrive in a fast‑paced, dynamic environment with competing priorities

For positions in this location, we offer a base pay of $174,850 - $288,500
, 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.

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