Hyperscaler GTM Operations Director

Company Description

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 — ServiceNow 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.

Job Description

About the Role

ServiceNow’s Go-To-Market (GTM) Operations organization is the strategic and operational backbone of our commercial engine, enabling growth through operational excellence, simplification, and impactful customer and seller experiences. We are seeking a Hyperscaler GTM Operations Director to lead a portfolio of strategic GTM programs in partnership with our Hyperscaler and Partner teams. This role will be responsible for driving operational rigor, program execution, and cross-functional alignment to support pipeline growth, sales enablement, and partner success within our Hyperscaler ecosystem. The ideal candidate has strong experience in GTM operations and program management in enterprise SaaS, with a proven ability to lead initiatives through collaboration, execution discipline, and insight-driven decision-making.

What You Get to Do in This Role

• Lead and execute priority GTM programs that support Hyperscaler pipeline generation, partner enablement, and sales execution
• Collaborate closely with Sales, Marketing, Partner, and Enablement teams to deliver programs that drive operational efficiency and commercial impact
• Manage workstreams within broader enterprise programs, contributing to lead-to-cash transformation, planning cycles, and seller experience enhancements
• Develop and manage program roadmaps, timelines, resourcing, risks, and stakeholder communication plans
• Support governance frameworks, reporting, and dashboards to create visibility into program health, dependencies, and milestones
• Identify process improvements and automation opportunities to enhance program effectiveness and scalability
• Partner with Finance, Systems, and Product teams to support execution of initiatives impacting the Hyperscaler GTM motion

Qualifications

To Be Successful in This Role, You Have

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI’s potential impact on the function or industry
• 10+ years of experience in Strategic Program Management, GTM Operations, Management Consulting, or Business Transformation roles within high-growth enterprise SaaS or technology companies
• Deep understanding of GTM motions and the lead-to-cash lifecycle, with proven experience in programs that span sales, marketing, customer success, and support
• Demonstrated success in leading strategic, cross-functional initiatives that drive commercial growth, cost optimization, or customer experience improvement
• Experience with both internal operational programs (e.g., planning cycles, process redesign) and externally facing programs (e.g., customer onboarding, partner experience)
• Exceptional communication skills with the ability to influence and align executive stakeholders and operational leaders
• Proven ability to operate in ambiguity, think strategically, and drive tactical execution in fast-paced environments
• Experience working across multiple systems and platforms (CRM, CPQ, CLM, CS tools, etc.), with technical acumen to partner with systems and engineering teams
• High EQ with strong relationship-building skills and the ability to lead through influence

Desired

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