Director, Pursuit Lead, Elevate

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.

Role Summary 

The Pursuit Lead, Elevate owns transformational opportunities end-to-end—from first strategic engagement through close and into early customer success. You are the single point of accountability for deal progression, commercial architecture, and customer outcomes. Unlike traditional deal roles, you work shoulder-to-shoulder with an embedded Transformational Platform Consultant; you own the transformation strategy and commercial model while they own the technical transformation narrative and North Star architecture. Together, you present one unified voice, one coherent vision, and one executable path to operational transformation through the ServiceNow platform. 

You operate upstream of traditional sales motions, identifying and developing transformational opportunities that cut across business units and require platform-level thinking, executive engagement, and cross-functional orchestration from our ecosystem and partners.  

Six Core Accountabilities 

Own Deal Outcome & Business Impact 

Drive the complete deal lifecycle as the business strategist and executive deal leader. Own the strategic hypothesis for transformation from initial customer vision all the way through to value driving deal shaping, commercial architecture, and handoff into post-sale. Ensure the deal structure, investment thesis, and success metrics align with the customer's bold transformation ambition, not just a software purchase. 

Shape Transformational Hypotheses Using Platform Depth 

Partner with the Transformational Platform Consultant to connect customer business imperatives to the ServiceNow platform as a unified operational backbone. Develop a North Star vision that shows how NOW enables measurable outcomes—faster decision cycles, reduced operational friction, AI-accelerated operations, or enterprise-wide visibility. Make the platform's operational impact tangible and urgent, not abstract. 

Orchestrate Cross-Functional Pursuit Execution 

Act as the single point of accountability for deal momentum. Mobilize Partners, Value teams, GTM, Enterprise Architecture, Hyperscalers, Finance, Legal, Revenue, etc into one unified pursuit with clear ownership. Remove blockers, escalate conflicts, redirect resources, and maintain tempo. Silo'd work isn't allowed—every function moves the deal forward together or not at all. 

Build Commercial Models That Unlock Transformational Investment 

Challenge assumptions about what transformational deals can look like. Invent new commercial structures (outcome agreements, platform commitments, co-investment models, pricing ramps) that align customer risk with platform value realization. Own the deal economics—not just revenue, but deal shape, investment strategy, and commercial terms that reflect transformation scope. 

Create Executive Conviction Through Outcome Clarity 

Craft C-suite narratives that connect business imperatives to platform capabilities to measurable operational outcomes. Move customers from curiosity → confidence → commitment by simplifying complexity and making the transformation case irrefutable. Work alongside the Transformational Platform Consultant to speak both business and technical languages with credibility. 

Codify and Raise the Bar for Future Pursuits 

Every deal teaches. Capture what worked—use-case patterns, commercial structures, stakeholder plays, objection patterns, sequencing. Mine deal stalls for pattern insights. Feed playbook learnings back into Elevate strategy teams. Mentor peers on pursuit mastery. Redefine how ServiceNow pursues transformational business with each win. 

Lifecycle Ownership: S0–S5+ 

Sense Intent & Shape Opportunity (S0–S1) 

Identify transformation signals: Where is the customer facing structural business change (market shift, operating model redesign, AI adoption cliff, loss of strategic capability)? 

Conduct deep strategic discovery with C-suite and board: Uncover business imperatives, organizational constraints, transformation timelines, and success metrics. 

Partner with Portfolio Intelligence to form transformation readiness hypothesis and identify the right NOW capabilities. 

Co-create the opening vision with the Transformational Platform Consultant: Position this as a transformational moment where NOW becomes the operational backbone, not a software conversation.