---
type: JobPosting
title: VP, Public Sector GTM
company: ServiceNow
companyWebsite: "https://servicenow.com"
category: growth-marketing
seniority: C_LEVEL
contractType: FULL_TIME
remote: ONSITE
location: Santa Clara, CA
salaryMin: 350000
salaryMax: 500000
salaryCurrency: USD
market: USA
postedAt: 2026-06-18
applyUrl: "https://careers.servicenow.com/jobs/744000115688617/vp-public-sector-gtm/?trid=2d92f286-613b-4daf-9dfa-6340ffbecf73"
canonical: "https://www.growthtalent.org/emplois/growth-marketing/servicenow/vp-public-sector-gtm-servicenow"
---

# VP, Public Sector GTM

**ServiceNow** · Santa Clara, CA

<!--rich-->{"tags":["VP-Level","Public Sector GTM","Enterprise SaaS","On-Site","$350K-$500K","Leadership"],"challenge":"ServiceNow's $2B public sector business needs a visionary executive to architect and execute a bold 3-year growth strategy across government markets globally. You'll lead a lean GTM team to expand platform penetration, drive AI adoption, and position ServiceNow as the digital transformation partner for the world's public institutions.","objectives3m":["Audit current public sector GTM motion-map customer segments, pipeline health, win/loss analysis, and identify 2-3 quick-win expansion opportunities","Establish operational cadence: design quarterly Industry Business Reviews, regional strategy sessions, and executive engagement playbooks","Build and align your ~15-person global GTM team-clarify roles, ownership, and 90-day sprint priorities with product and marketing partners","Conduct C-suite listening tour with top 10-15 marquee accounts to refine messaging, uncover wall-to-wall expansion potential, and secure executive sponsorships"],"objectives6m":["Define and socialize 3-year NNACV growth strategy with clear sub-industry prioritization, go-to-market motions, and success metrics","Launch 2-3 targeted demand generation campaigns (vertical-specific use cases, AI-powered solutions) and measure pipeline velocity and conversion lift","Establish 3-5 strategic SI/consultant partnerships with co-developed GTM assets; measure influence on pipeline and deal velocity","Drive platform adoption deep-dive: identify and activate 5+ transformational 'wall-to-wall' opportunities; track NNACV impact and customer health scores"],"kpis":[{"metric":"Year-over-Year NNACV Growth","description":"Primary growth lever-track quarterly progression against 3-year plan across all public sector segments and geographies."},{"metric":"Net Dollar Retention (NDR)","description":"Measure expansion and upsell success within existing customer base; target healthy rate within public sector vertical."},{"metric":"Pipeline Coverage Ratio","description":"Ensure pipeline depth and velocity support NNACV goals; track by segment, region, and opportunity stage."},{"metric":"Customer Health & NPS","description":"Monitor executive engagement cadence, EBC participation, and customer satisfaction to predict retention and expansion."},{"metric":"GTM Team Velocity","description":"Track team productivity-pipeline generated, deals influenced, partner activations, and thought leadership contributions."}],"tools":["Salesforce","Tableau","LinkedIn Sales Navigator","HubSpot","ServiceNow Platform","Microsoft Teams","Looker","Slack"],"team":{"manager":"Chief Revenue Officer or Chief Customer Officer (assumed, not specified)","current":"~15-person global GTM team reporting to you; matrixed partnership with Product, Industry Marketing, Sales, and Customer Success","hiring":"New role or potential backfill; scope suggests expansion capability"},"compensation":{"salary":"$350K-$500K base","variable":"Expected 30-50% annual bonus tied to NNACV and team KPIs","equity":"Assumed equity package typical for VP-level roles at large-cap SaaS","remote":"On-site in Santa Clara, CA; some travel for customer and partner engagement expected"},"benefits":["Competitive health, dental, and vision coverage","401(k) with employer match","Equity compensation and performance-based bonus","Professional development and executive coaching budget","Global mobility and relocation support if applicable"],"company":{"about":"ServiceNow (founded 2004, San Diego) is a global cloud platform leader serving 8,100+ customers including 85% of Fortune 500. The company powers digital transformation for enterprise IT, HR, customer service, and now public sector, with AI-enhanced capabilities across the Now Platform.","founded":2004,"headcount":null,"funding":"Public company (NYSE: NOW)","customers":"8,100+ global customers; 85% of Fortune 500","culture":"Mission-driven, innovation-focused, with emphasis on making the world work better through intelligent automation and AI"},"forYouIf":["You've led GTM strategy or revenue operations for a $1B+ enterprise SaaS company and know how to scale from good to great","You have deep public sector or regulated industry experience (government, defense, healthcare, financial services) and understand procurement, compliance, and buyer psychology","You're energized by building and leading global teams, coaching talent, and creating alignment across siloed functions-you thrive in complexity","You speak fluent data and analytics; you obsess over metrics, pipeline health, and ROI but stay grounded in customer stories and outcomes","You're a visible leader comfortable representing the company at industry forums, advisory boards, and executive roundtables"],"wontWorkIf":["You lack hands-on GTM execution experience-this role requires strategic AND operational excellence, not just vision","You're unfamiliar with public sector sales cycles, regulatory nuance, or enterprise buying committees-the learning curve is steep without this foundation","You prefer individual contributor work or dislike people leadership; you'll spend 40%+ of time coaching, aligning, and enabling your team"],"interviewProcess":[{"step":"Recruiter Screen","detail":"Confirm GTM background, public sector experience, and alignment with VP leadership expectations."},{"step":"Hiring Manager (likely SVP or CRO)","detail":"Deep dive on growth strategy mindset, past NNACV impact, and approach to building and scaling high-performing teams."},{"step":"Panel Interview","detail":"Conversations with Product, Marketing, and Sales leadership-assess cross-functional collaboration style and vision alignment."},{"step":"Executive Interview","detail":"Meet with Chief Revenue Officer or Chief Customer Officer; discuss 3-year strategic priorities and long-term trajectory."},{"step":"Reference Calls","detail":"Check with prior peers, team members, and customers on leadership impact, GTM execution, and stakeholder management."}]}

[Apply →](https://careers.servicenow.com/jobs/744000115688617/vp-public-sector-gtm/?trid=2d92f286-613b-4daf-9dfa-6340ffbecf73)

---

Canonical: https://www.growthtalent.org/emplois/growth-marketing/servicenow/vp-public-sector-gtm-servicenow