CIO Strategic Initiatives GTM Lead

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.

We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.

Join us to put AI to work for people.

As the CIO Strategic Initiatives GTM Lead, you will drive the growth strategies for our CIO (IT) solutions portfolio, and drive cross-product solution offerings with other product groups. Reporting directly to the VP, Global Head CIO solutions GTM, you will be the owner for priority CIO initiatives – turning strategic insights into repeatable, scalable GTM motions, sales plays, and assets (e.g. playbooks) for the team.

This role is ideal for a results-oriented professional with a passion for customer-centric innovation and cross-functional collaboration.

• Own a focused set of priority CIO strategic initiatives (e.g., AI-Native adoption) end to end – taking each from launch to a repeatable program that reliably leads to pipeline generation, progression, and customer retention.

• Build, maintain, and activate the CIO sales playbooks (e.g. value story, buyer conversations), prioritized plays, and messaging – so teams run each motion consistently across regions (AMS, EMEA, APAC, Japan) and industries to drive NNACV.

• Run sales readiness and enablement workshops so Core and Solution Sellers can execute the plays with confidence; incorporating feedback into future training.

• Support the Autonomous IT motion by increasing attach rate of IT solutions and expansion across all CIO deals, in alignment with GTM priorities around selling the NOW platform.

• Elevate, simplify, and transform solution messaging in partnership with Product Solution Marketing (PSM), ensuring clarity and impact across all channels.

• Collaborate with the Technology Workflow (TWF) BUs to develop and refine GTM strategies, including insights into pricing, packaging, and market positioning, as needed.

• Drive integration of GTM initiatives across Global Partnerships & Channels (GPC), Customer Excellence Group (CEG), PSM, and Industry Solutions to ensure scalability and performance tracking.

• Support partner co-sell strategy and solution partner enablement to unlock joint growth and market reach.

• Stay ahead of market trends, competitive shifts, and emerging technologies to inform GTM strategy and positioning.

• Represent the company at industry events, panels, and executive forums.

• Lead propensity modelling exercises: using data and buying signals to focus investment decisions, prioritizing the accounts, industries, and regions most likely to convert and scale.

• Support high-impact deals across stages – from planning and discovery through client workshops – advising field and geo leadership on strategic execution and customer unlock.

• Foster a culture of innovation, collaboration, and continuous improvement.
• Opportunities for growth and leadership across the organization.

• 15+ years of experience in GTM strategy, solution sales, business operations, or customer success, with at least 5 years in a senior leadership role.

• Proven track record turning strategy into durable, repeatable, and scalable GTM execution with measurable pipeline growth.

• Experience building and scaling playbooks and buyer motions across industries and geographies.

• Strong analytical…