About this role
We are seeking a transformational Senior Director to serve as the general manager of our post-sales organization across the Americas. This is a rare opportunity to own the full customer lifecycle from implementation through expansion — leading a unified organization spanning Customer Success, Professional Services, and Support Services for a rapidly growing SW/AI company.
This leader will be the single accountable executive for customer outcomes, services growth, and AI adoption at scale. You will operate with significant autonomy and influence, partnering closely with Sales, Product, and the Global COO to shape how our customers realize value and how we evolve our business model.
What You'll Own:
Customer Success
Own GRR and net retention as primary accountability metrics, driving proactive risk management and expansion motionsBuild and scale high-touch and tech-touch CS coverage models tuned to customer segment and consumption behaviorEstablish executive-level relationships with strategic accounts, serving as the escalation point and trusted advisorDrive software adoption programs that convert license entitlement into measurable business outcomesProfessional Services
Oversee the delivery and commercial performance of professional services, including services revenue and margin targetsBuild a services attach motion that accelerates time-to-value and deepens platform dependencyPartner with pre-sales to position services offerings that accelerate deal velocity and reduce implementation riskDevelop repeatable delivery frameworks and accelerators that support scale without proportional headcount growthSupport Services
Lead a high-performing support organization accountable for NPS and customer satisfaction across all support tiersDrive continuous improvement in case deflection, resolution velocity, and self-service adoptionEnsure support capacity, tooling, and coverage models align with customer entitlement and segment expectationsAI Consumption & Commercial Model
Own AI Consumption as a strategic KPI — partnering with Product and CS to design adoption journeys that drive measurable consumption growthDevelop frameworks that translate AI capability into customer value narratives and expansion opportunitiesPartner with Sales leadership and Finance to align post-sales incentives with Net New ACV and consumption revenue targetsLead the CEG organization's transition to consumption-based success metrics and motion design
Experience
15+ years in post-sales leadership with at least 5 years managing multi-functional teams (CS, PS, and/or Support) at a SaaS or enterprise software companyDemonstrated track record of owning GRR, NPS, and services revenue simultaneously — not just one functionExperience navigating a transition from traditional SaaS to consumption or usage-based revenue models strongly preferredProven ability to lead organizations of 50+ across geographically distributed teamsBackground working with AI/ML platform products or driving AI adoption programs a significant differentiatorLeadership & Operating Style
General manager mindset — you think in P&L terms, not just headcount and customer health scoresBuilder of operating systems: you create frameworks, forums, and feedback loops that scale beyond your direct involvementData-driven and commercially sharp — equally comfortable in a QBR with a strategic customer and a revenue review with your CFOExecutive presence with the ability to influence peers in Sales, Product, and Finance without formal authorityHigh accountability culture — you set bold targets, hold the team to them, and create an environment where performance is celebrated and gaps are addressed directlyWhat Sets You Apart
You have built or redesigned a post-sales organization — not just inherited and maintained oneYou can speak fluently to AI business outcomes, not just AI product featuresYou have personally led through a commercial model transition and know what breaks when the incentive structure changesYou have a point of view on the future of post-sales and can articulate it compellingly to a board, a customer, and a frontline teamEducation
Relevant Bachelor's degree, MBA or advanced work experience is acceptable.FD21
For positions in this location, we offer a base pay of $185,200 - $333,400, 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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