Head of Sales Operations & Strategic Deals

ServiceNow; Greater London; Hybrid; GBP 120,000 - 180,000; Full time

Job summary

ServiceNow seeks a Director of Sales Operations Management to lead a team responsible for commercial deal support, pricing strategy, deal modeling, and sales enablement while driving high-impact enterprise opportunities. You will act as a people leader and strategic partner to Sales leadership, shaping repeatable processes across the business.

You will develop talent, scale capabilities, and personally support the organization’s largest deals, ensuring consistency in commercial execution and

Qualifications

• 10+ years of experience in Sales Operations, Revenue Operations, Commercial Strategy, Deal Support, or Deal Operations.
• 3+ years leading or mentoring teams in a sales support, commercial, or operations environment.
• Experience supporting enterprise software or SaaS organizations through complex sales cycles.
• Strong expertise in pricing strategy, deal modeling, customer-facing proposal development, and commercial operations.
• Proven ability to coach sales teams and influence executive stakeholders.
• Exceptional communication, leadership, and organizational skills.
• Ability to balance strategic leadership responsibilities with hands-on engagement in key opportunities.

Responsibilities

• Lead, coach, and develop a team of Deals Operations and Commercial Strategy professionals.
• Establish performance goals, career development plans, and operational priorities.
• Create scalable processes, tools, and templates that improve deal quality and sales productivity.
• Foster a culture of collaboration, customer focus, and continuous improvement.
• Personally support the organization's largest, most complex, and highest-priority opportunities.
• Partner with Sales Leadership on commercial strategy and deal execution.
• Review and provide guidance on pricing models, proposals, and solution recommendations created by team members.
• Act as an escalation point for complex commercial scenarios.
• Oversee creation of customer-facing proposals, executive presentations, pricing summaries, and business cases.
• Ensure commercial narratives clearly communicate value, pricing rationale, and solution recommendations.
• Drive consistency in proposal quality, messaging, and commercial positioning.
• Partner with Product, Solution Consulting, and Sales teams to ensure customer requirements are effectively translated into commercial recommendations.
• Guide sales teams on product selection, packaging, and strategic positioning.
• Ensure proposed solutions align with customer goals and organizational priorities.
• Develop programs that increase seller competency in commercial discussions, pricing strategy, and proposal effectiveness.
• Establish reporting and metrics to evaluate deal support effectiveness and sales adoption.
• Identify opportunities to streamline deal workflows and improve sales productivity.
• Drive best practices across opportunity qualification, commercial engagement, and proposal development.

Skills

Leadership

Coaching

Communication

Strategic thinking

Sales operations

Pricing strategy

Deal modeling

Proposal development

Commercial operations

Tools

Pricing models

Deal execution

Job description

ServiceNow seeks a Director of Sales Operations Management to lead a team responsible for commercial deal support, pricing strategy, deal modeling, and sales enablement while driving high-impact enterprise opportunities. You will act as a people leader and strategic partner to Sales leadership, shaping repeatable processes across the business.

You will develop talent, scale capabilities, and personally support the organization’s largest deals, ensuring consistency in commercial execution and