Director, Life Sciences GTM, Pharma

ServiceNow; North Carolina; Hybrid; USD 180.000 - 240.000; Vollzeit

Zusammenfassung

ServiceNow is seeking a Director for Life Sciences Go-To-Market to drive pharma and MedTech account strategy and scalable GTM motions. You will engage pharma executives, shape pipeline, and influence product roadmaps with cross-functional teams to convert credibility into repeatable plays.

You will work across drug development, clinical operations, manufacturing, quality, and commercial functions, blending industry credibility with platform depth to lead field-ready strategies and partner

Qualifikationen

• 12+ years working at the intersection of life sciences and enterprise technology, with a track record of turning sector knowledge into commercial outcomes.
• Demonstrated executive presence: leading high-stakes conversations with senior pharma/biotech executives.
• Commercial GTM experience with pipeline development and revenue outcomes.

Aufgaben

• Executive presence and pipeline creation in pharma/biotech contexts.
• Pipeline progression and deal support with key buying-center executives.
• Industry logic behind platform demonstrations with cross-functional teams.
• Product and partner input to influence pharma roadmaps and co-sell motions.
• Develop scalable plays and track pipeline against goals with actionable insights.

Kenntnisse

Executive presence

Commercial GTM experience

Pipeline management

Jobbeschreibung

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.

Join us to put AI to work for people.

We are looking for a Director for Life Sciences Go-To-Market focused primarily on pharmaceutical accounts with secondary depth in MedTech, covering accounts that span both.

This is a hybrid role. It combines pharma operating credibility across drug development, clinical operations, manufacturing and quality, and commercial functions with enough platform depth to turn that credibility into repeatable GTM motions, solution positioning, and field-ready plays. It is neither a pure industry-advisor role nor a pure platform-seller role.

The Director reports to the Global Head of Life Sciences GTM and works alongside a team that already carries deep pharma and MedTech technical credibility. This role's job is to convert that credibility into scalable GTM motions, not to duplicate it.

Howyou'llspend your time

Time allocation follows the Global Industries GTM operating model.

• 60% customer-facing: executive engagement, EBC delivery, pipeline creation, and priority account progression. Within this,roughly 70%is pipelinecreationand 30% is pipeline progression in priority accounts.

• 20% industry strategy and product collaboration: partnering with account executives and GTM partners on account-levelstrategy andbringing market signal into product roadmap conversations.

• 20% field enablement and business reporting: building field-ready plays andassets andtrackingpipelinecreated andinfluenced againstgoals.

This role is most active as a door opener and trusted advisor through the point of technical win. InNowSellterms, that means primary ownership at account planning and discovery, active support through technical validation on strategic accounts with an established seniorrelationship andlargelystepping back once the deal reaches commercial and close, where the account team leads and this role re-engages only as neededwith the relationship contact.

Areas of responsibility

1. Executive presence and pipeline creation

Be a credible senior voice with pharma executives in Executive Business Center engagements, industry forums, and executive roundtables, connecting ServiceNow's platform to what pharma leaders are accountable for: R&D velocity, regulatory readiness, manufacturing quality, and commercial execution. Extend into MedTech conversations on accounts that span both. Pipeline created and influenced through this work is measured on in-quarter NNACV.

2. Pipeline progression and deal support

Partner with account executives to progress pipeline: form relationships with key buying-center executives, sharpen the business case, and shorten deal cycles by bringing pharma industry expertise into account strategy, particularly on accounts with senior stakeholder complexity that call for an objective, practitioner-level voice.

3. Industry logic behind platform demonstrations

Ensure the business case and clinical or operational logic behind demos and proof-of-concept work is sound and lands with executives, by working with solution consultants across clinical trial operations, pharmacovigilance, manufacturing quality, and commercial CRM. Building and running demos is Solution Consultant territory; this role owns the credibility of the story behind them.

4. Product and partner input

Bring market signals, executive feedback, and deal-level patterns into ServiceNow's product roadmap for pharma, particularly for net-new solutions with no off-the-shelf play yet. Support the pharma partner motion with strategic SIs and technology partners at the solution and co-sell level. Partner-aligned roles own program management, deal registration, and ISV certification.

5. Scalable plays and business reporting

Turn pharma market dynamics, win/loss patterns, and voice-of-customer signal into field-ready plays, positioning, and competitive tools that sellers can run without this role in the room. If a play still requires this Director to work, itisn'tfinished. Track pipeline created and influenced against goals and use that analysis to direct effort where it moves the number.

Must have

• 12+ years working at the intersection of life sciences and enterprise technology, with a track record of turning sector knowledge into commercial outcomes. Depth should weight toward pharma, with working familiarity in MedTech. This experience can come from direct employment inside a pharma or biotech company in a role touching enterprise technology, from time at a vendor or systems integrator serving the pharma or biotech market (Accenture, Deloitte, EY, or equivalent), or from a combination of both. What matters is the ability to connect a pharma operational problem to what an enterprise platform actually does at the workflow level, not which side of the table it was learned on.
• Demonstrated executive presence: a track record of leading, not supporting, high-stakes conversations with senior pharma or biotech executives, and the credibility to own the narrative in an Executive Business Center or equivalent forum.
• Commercial GTM experience: a track record of building pipeline, shaping account strategy, and driving measurable revenue outcomes in a GTM, sales overlay, or business development capacity. Quota-carrying experience is a plus, not a requirement. What is required is evidence of commercial impact, not narrative-only involvement.

Nice to have

• Traditional strategy consulting experience (McKinsey, BCG, Bain, or equivalent) serving the pharma or biotech sector. This adds credibility on top of the must-haves above; it does not substitute for them.
• Established presence in the pharma or biotech sector through industry events, associations, or thought leadership. Track record of industry keynotes or similar public speaking engagements.
• Experience shaping product roadmap or solution strategy with product teams, ideally in life sciences.

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, religion, sex, sexual orientation, national origin, age, disability, gender identity, 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

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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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