GTM Decision Support, 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
Team Overview
The Decision Support team helps ServiceNow leaders make faster, smarter, and more confident go-to-market decisions. We combine structured insight delivery with hands-on decision support to ensure executives have the right information, at the right time, in a format that drives action.
Our team operates at the intersection of data, analysis, and strategy:

• Insight Cadence & Alignment: We define and manage the rhythm of recurring insights, ensuring cross-functional alignment, clarity, and visibility into performance, trends, and key business decisions
• Decision Support: We partner with senior leaders to frame high-impact problems, perform deep-dive analyses, model tradeoffs, and provide decision-ready recommendations that drive measurable outcomes

By connecting data to action, our team ensures the organization operates with speed, alignment, and confidence.
As a Decision Support Leader, you'll act as a trusted advisor and internal consultant, owning complex, cross-functional analyses from framing to executive recommendation. You'll balance hands-on analytical rigor with executive-level influence - operating as both the architect and the builder of decision-ready insights.
What You'll Do
Shape High-Impact Decisions

• Lead the full lifecycle of decision analysis: define the problem, structure the approach, model scenarios, and distill implications
• Synthesize quantitative and qualitative inputs into clear recommendations that help executives act with confidence
• Translate ambiguity into clarity by grounding decisions in data, logic, and tradeoff transparency

Deliver Analytical and Strategic Depth

• Build advanced models, perform sensitivity analyses, and validate outcomes to ensure recommendations are defensible and actionable
• Partner with analysts to scale your impact while remaining hands-on when stakes are high or timelines are short
• Develop and maintain frameworks for recurring GTM decisions such as productivity, headcount deployment, renewal metrics, and market prioritization

Influence Without Authority

• Partner across Sales Ops, Finance, Marketing, DT, and HR to align assumptions, reconcile data differences, and ensure decisions are grounded in operational reality
• Build trust as a thought partner to senior leaders who rely on your perspective for judgment, not just numbers
• Drive alignment and action across stakeholders through clear, evidence-backed storytelling and presentation

Elevate Decision Quality Across GTM

• Establish repeatable processes, tools, and templates that improve the speed and quality of decision-making
• Mentor analysts and peers, sharing frameworks and methodologies that raise the analytical bar
• Continuously refine how data, insight, and execution connect - ensuring decisions translate to measurable impact

What Success Looks Like

• Executives consistently seek your input before making high-stakes GTM decisions.
• Decision briefs and models clearly articulate "what we know," "what it means," and "what we should do"
• You're recognized for combining rigorous analysis with sound judgment and pragmatic recommendations
• Your work accelerates alignment, reduces rework, and helps the business move faster with conviction

Qualifications
What You Bring

• 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
• 10-15 years of experience in GTM strategy, commercial analytics, corporate strategy, or management consulting within a high-growth enterprise or SaaS environment.
• Proven ability to independently lead end-to-end analyses - from problem definition to executive-ready delivery
• Advanced modeling and analytical capabilities (Excel, SQL, Tableau/Power BI, or equivalent).
• Strong executive presentation (powerpoint) and communication skills; adept at simplifying complexity and influencing senior stakeholders
• Deep understanding of GTM motions across Sales, Customer Success, and Channel ecosystems.
• High ownership mindset; thrives amid ambiguity and shifting priorities
• Bachelor's degree required; MBA or advanced degree preferred

For positions in this location, we offer a base pay of $170,200 - $297,900, 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.
Additional Information
Work Personas
We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here . To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.
Equal Opportunity Employer
ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.
Accommodations
We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance.
Export Control Regulations
For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.
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