Sr. Director, Marketing GTM Operations

Sr. Director, Marketing GTM Operations

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

We're looking for a bold leader to shape our Marketing GTM Operations team. In this role, you'll make sure our marketing and sales engines work seamlessly - fixing friction, streamlining processes, and teaming up with Sales and Tech to bring smart automation to life. At the same time, your team will lead one of the biggest shifts in how we work: moving from leads to buying groups, and from activity to real revenue impact. Your job is to connect the dots across Marketing, Sales, and Technology so great programs turn into pipeline, revenue, and growth.

Key Responsibilities

• Cut through complexity in the marketing value chain. Streamline how Marketing operates end-to-end, making processes faster, simpler, and easier to scale. Work side by side with Sales and GTM teams to keep opportunity progression seamless and impactful.
• Lead GTM transformation. Embed major shifts, like moving from lead-centric to buying group–based opportunity qualification, into clear, repeatable processes that redefine how Marketing and Sales connect.
• Translate business needs into technology solutions. Use deep knowledge of Marketing and Sales to partner with Digital and Tech teams, turning business requirements into automation and AI solutions that reduce friction and elevate execution.
• Design and maintain GTM frameworks. Own the operational models — intake, routing, and progression processes —that directly tie Marketing programs to pipeline impact.
• Drive account segmentation. Define, operationalize, and continuously refine account segments with Sales, Marketing, and GTM teams to ensure the right focus, coverage, and execution.
• Unblock and accelerate execution. Lead cross-functional efforts with Sales and Marketing to resolve bottlenecks, close process gaps, and keep teams moving at pace.
• Continuously improve through feedback and results. Regularly evaluate whether processes are delivering the right outcomes by monitoring performance and listening to employee feedback—refining and simplifying as needed.

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.
• 12+ years in marketing operations, sales operations, GTM strategy, process leadership, or related fields, including 3+ years in senior leadership.
• Deep understanding of B2B marketing and sales ecosystems—including campaign execution, lead management, account segmentation, sales development, and CRM/marketing automation.
• Proven track record leading operational transformations in enterprise or high-growth settings, ideally including shifts to opportunity-centric or buying group–based models.
• Knowledge of Forrester's B2B Revenue Waterfall, Demand Unit/Buying Group frameworks, or similar models.
• Strong process leadership skills—able to diagnose complexity, design scalable solutions, and deliver operational excellence.
• Strategic thinker with a bias for action, equally comfortable shaping GTM strategy and driving day-to-day execution.
• Exceptional collaborator and communicator, skilled at aligning cross-functional stakeholders and influencing at the executive level.
• Familiarity with the Adobe stack and GTM tools such as Demandbase, ZoomInfo, Outreach.

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