ServiceNow · 11 hours ago
Director, Strategic Deal Development
Orlando, FL
Full-time
Hybrid
Director/Executive
8+ years expServiceNow is a global market leader in innovative AI-enhanced technology, providing solutions to over 8,100 customers. The Director, Strategic Deal Development is responsible for creating and advancing enterprise deal opportunities, managing complex transformational deals, and ensuring executive engagement throughout the deal lifecycle.
Agentic AIBusiness Process Automation (BPA)Cloud ManagementEnterprise SoftwareRobotic Process Automation (RPA)SaaS
Responsibilities
Carry a global quota tied to the creation and progression of strategic and transformational deals
Own a defined portfolio of high-impact opportunities, driving them from early signal through late-stage pursuit and close
Act as the deal development owner for assigned opportunities, ensuring clarity, momentum, and executive alignment throughout the pursuit lifecycle
Proactively shape identified transformational opportunities across:
Office of the CEO–sponsored deals
Marquee accounts (top 75 global customers)
Inspire Value–led industry and use-case motions
Partner- and ecosystem-driven opportunities
Develop cross-business-unit deal hypotheses that leverage the full ServiceNow platform, not isolated products
Lead strategic deal shaping, including transformation narrative, value hypothesis development, investment strategy, and sequencing of executive conversations
Orchestrate cross-functional teams and programs to support holistic deal development
Maintain deal momentum by identifying blockers, aligning stakeholders, and driving clear next steps at every stage
Serve as a credible transformation leader with customers, articulating the end-to-end ServiceNow platform story and its impact on operating models, outcomes, and enterprise value
Elevate conversations from point solutions to enterprise-wide transformation
Partner with internal executive sponsors to reinforce strategic messaging, urgency, and alignment
Qualification
Required
Senior experience shaping and progressing large, complex enterprise deals
Proven success in quota-carrying, outcome-driven roles
8-10 years of experience in the software industry
2 + years of Large Deal or Corporate Strategy/Business Development experience, supporting complex transactions such as M&A, IP Acquisition, Revenue Share Models, etc
Strong executive presence and comfort engaging C-suite stakeholders
Deep understanding of platform-based enterprise selling
Experience working across sales, consulting, value engineering, strategy, or transformation initiatives
Ability to influence without authority and orchestrate global, cross-functional teams
Comfort operating in ambiguity and building structure where none exists
Company
ServiceNow
ServiceNow is an AI platform that delivers IT operations, field service management and app engine solutions.
10001+ employees
H1B Sponsorship
ServiceNow has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (910)
2024 (876)
2023 (807)
2022 (840)
2021 (447)
2020 (439)
Funding
Current Stage
Public CompanyTotal Funding
$83.7MKey Investors
Sequoia CapitalJMI Equity
2022-12-09Post Ipo Equity
2012-07-29IPO
2012-03-20Private Equity· $10.98M
Leadership Team
Bill McDermott
Chairman and CEO
Pat Casey
Chief Technology Officer & EVP of DevOps
Recent News
2026-01-07
Company data provided by crunchbase