Senior GTM Strategy & Process Optimization Lead

ServiceNow; California (MO); Hybrid; USD 140,000 - 245,000; Full time

Benefits offered by this job

Health plans

401(k) Plan with company match

ESPP

Matching donations

Flexible time away plan

Family leave programs

Job summary

ServiceNow is seeking a strategy and process leader to own a major GTM initiative from current-state through requirements, data design, and adoption. You will connect Marketing, GBA, and Sales to design and operationalize end-to-end workflows that turn marketing activity into measurable pipeline.

The role demands proven experience in cross-functional process optimization, strong documentation skills, and the ability to translate strategy into actionable business requirements across a complex

Qualifications

• BA/BS in Marketing, Business, or a related field.
• 10+ years of experience in B2B Marketing functions; marketing operations and process management a plus.
• Proven track record implementing and optimizing processes in complex, cross-functional environments — connecting marketing, sales, and operations.
• Hands-on experience documenting business processes at L1–L3 using Miro, Lucidchart, or equivalent tools.
• Demonstrated experience writing business requirements and acceptance criteria, and partnering with technical teams through build and UAT.
• Demonstrated experience leading cross-functional projects involving significant change management.
• Ability to translate business strategy into operational requirements.
• The ability to move fluidly from whiteboard strategy to documented business requirements — equally comfortable framing the problem and specifying the solution.
• A passion for data and analysis, with curiosity to get to the root of a problem and solve it.
• A collaborative, flexible operating style — you bring people along, adapt as the path evolves, and align rather than dictate.

Responsibilities

• Become an expert in ServiceNow Marketing and Sales processes and systems.
• Serve as the directly responsible owner for a major GTM initiative, carrying it end to end across process design, business requirements, data integrity, and adoption.
• Take ambiguous problems, ask the right questions, convene the right people, and define current and future state through structured working sessions and process design.
• Document current- and future-state processes— turning working sessions into clear, maintainable process artifacts.
• Translate process design into clear business requirements and acceptance criteria, and represent MarCom's interests within cross-functional system workstreams.
• Define the handoffs, SLAs, and rules of engagement that govern how work moves between Marketing, GBA, and Sales for each initiative.
• Partner with technical, data, and change management teams — owning the business definition and managing clean handoffs to their specialized execution via structured briefs.

Skills

GTM strategy

Process design

Cross-functional collaboration

Data analysis

Requirements documentation

Change management

Operational translation

Education

BA/BS in Marketing, Business, or related field

Tools

Miro

Lucidchart

Job description

ServiceNow is seeking a strategy and process leader to own a major GTM initiative from current-state through requirements, data design, and adoption. You will connect Marketing, GBA, and Sales to design and operationalize end-to-end workflows that turn marketing activity into measurable pipeline.

The role demands proven experience in cross-functional process optimization, strong documentation skills, and the ability to translate strategy into actionable business requirements across a complex