Complex Deal Strategies & Development (Elevate) Manager

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.

ServiceNow makes work, work better for people. Our cloud-based enterprise platform and products streamline and simplify how work gets done. With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies™. 

The Strategic Customer Engagements (Elevate) team focuses on driving high-impact strategies that support ServiceNow’s long-term revenue growth through larger and more complex transactions. The Complex Deal Strategies & Development team this role would be supporting works upstream from the sales cycle—shaping and qualifying strategic opportunities, codifying repeatable pursuit motions, and aligning cross-functional teams to accelerate our largest deals. 

One of our key focus areas is a strategic enterprise AI customer program, aimed at identifying and scaling AI-led pursuit plays across our most strategic global customers. 

As a Complex Deal Strategies & Development (Elevate) Manager you will help operationalize and scale repeatable deal development motions. You will manage the intake, triage, and tracking of strategic pursuits, oversee execution cadence, and support the development of reusable tools, templates, and playbooks. This role offers high visibility and cross-functional collaboration across Sales, Industry, Value, Product, Engineering and Executive Customer Advocacy teams. 

This is an ideal opportunity for a high-performing sales-minded professional looking to apply strategic thinking, program rigor, and operational excellence to large deal development in a high-growth technology environment. 

Priorities & Responsibilities 

Operationalize Strategic Pursuit Motions 

• Lead intake, triage, and qualification and deal strategy of early-stage strategic large deal opportunities across priority accounts

• Manage a portfolio of Enterprise AI-led pursuits, maintaining visibility into status, progression, and execution milestones 

• Drive alignment with Elevate leadership, Field Sales, Product, Engineering and other cross-functional teams to ensure readiness and next steps 

Build Scalable Infrastructure & Playbooks 

• Develop and maintain standardized templates, tools, and frameworks to support program 

• Capture and distill best practices from active engagements into reusable assets and playbooks for other deal development motions 

• Continuously refine internal processes to improve velocity, clarity, and execution quality across strategic motions

Enable Cross-Functional Collaboration & Reporting 

• Collaborate with Executive Customer Advocate teams to prioritize co-innovation efforts with top-tier customers 

• Partner with Product leaders to ensure use case feasibility and roadmap alignment 

• Deliver clear reporting and strategic insights through dashboards, summaries, and leadership briefings 

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
• AMS East Coast preferred to align with EMEA GTM teams 
• 5-8 years of experience in strategy consulting, enterprise SaaS go-to-market, sales/sales operations, or strategic program management, ideally with exposure to software, corporate strategy, or business development
• Bachelor’s or master’s degree in Business, Engineering, IT, or a related discipline. 
• Strong business acumen and problem-solving skills; able to translate customer priorities into actionable commercial strategies 
• Exceptional communication skills—capable of delivering concise executive summaries, slides, and stakeholder updates 
• Proficient in Excel, PowerPoint, and common SaaS tools; experience with dashboards or reporting tools is a plus 
• Demonstrated ability to manage cross-functional initiatives and influence stakeholders in fast-paced, matrixed environments 
• Highly organized self-starter with strong time management, a growth mindset, and a collaborative, team-oriented approach 
• Curiosity about AI and interest in shaping enterprise use cases—technical expertise not required but storytelling ability is valued. Your superpower is strategically connecting the dots 

For positions in this location, we offer a base pay of $153,900 - $269,400, 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.

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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