The 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.
Your Mission
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
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 You'll Own
Year-over-Year NNACV Growth
Primary growth lever—track quarterly progression against 3-year plan across all public sector segments and geographies.
Net Dollar Retention (NDR)
Measure expansion and upsell success within existing customer base; target healthy rate within public sector vertical.
Pipeline Coverage Ratio
Ensure pipeline depth and velocity support NNACV goals; track by segment, region, and opportunity stage.
Customer Health & NPS
Monitor executive engagement cadence, EBC participation, and customer satisfaction to predict retention and expansion.
GTM Team Velocity
Track team productivity—pipeline generated, deals influenced, partner activations, and thought leadership contributions.
Tools & Stack
Your Team
Your Manager
Chief Revenue Officer or Chief Customer Officer (assumed, not specified)
Current Team
~15-person global GTM team reporting to you; matrixed partnership with Product, Industry Marketing, Sales, and Customer Success
New role or potential backfill; scope suggests expansion capability
The Package
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 & Perks
Company Intelligence
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
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
Is This Role For You?
- 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
- 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
Interview Process
Recruiter Screen
Confirm GTM background, public sector experience, and alignment with VP leadership expectations.
Hiring Manager (likely SVP or CRO)
Deep dive on growth strategy mindset, past NNACV impact, and approach to building and scaling high-performing teams.
Panel Interview
Conversations with Product, Marketing, and Sales leadership—assess cross-functional collaboration style and vision alignment.
Executive Interview
Meet with Chief Revenue Officer or Chief Customer Officer; discuss 3-year strategic priorities and long-term trajectory.
Reference Calls
Check with prior peers, team members, and customers on leadership impact, GTM execution, and stakeholder management.
Interested in this role?
Apply now and hear back within days, not weeks.
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