It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

What you get to do in this role:   

This is a revenue go-to-market role that focuses on influencing and executing strategic plans to successfully bring products and services to market. Unlike a traditional revenue close role, this role calls for cross-functional collaboration to formulate comprehensive GTM strategies and optimize pricing and packaging positioning to deliver a unified customer experience. To be successful on this role, you will be a key business partner and a critical adviser to the business to achieve revenue optimization that aligns with the Company’s long-term growth strategy.

• Thrive in change. Exercise creativity and adaptation to agilely keep up with the constant pace of change at our constantly innovating company.
• Collaboration and influence. Have a strong grasp of the company’s pricing strategy, global revenue recognition policy, and Global Quote & Order policy, interpret New Product Introduction (NPI) proposals including complex pricing & packaging models, have a strong business acumen to support product releases and drive win-win solutions.
• Drive short and long-term results and value. Enable new Go-To-Market initiatives by supporting the end-to-end business model solutioning. Have the revenue accounting expertise and be able to break down a complex issue into smaller parts to solve. Understand the business objectives and translate them into accounting and system requirements and operational processes, work as the key business liaison between NPI groups and Accounting/Finance groups to drive operationalization to completion.
• Go fast while connecting the dots. Have a clear understanding of the end-to-end NPI process and how your role fits into the product lifecycle. Be the subject matter expert of product master data and system infrastructure design. Own the SKU setup and Standalone Selling Price (SSP) determination approvals as well as the execution of the related SOX controls to ensure proper revenue accounting treatment in accordance with US GAAP and ASC 606.
• Be AI-native. Always curious and being a pioneer to build and adopt AI-powered solutions as we fundamentally re-architect how we run Finance & Strategy with AI at the core.
• Innovate and transform relentlessly. Keep up with strategic decisions and embrace change. Implement and adopt the new SSP framework to align with evolving pricing strategy. Drive UAT and execution to completion. Redesign and optimize the annual SSP refresh process.
• Support and be part of the enterprise-wide Lead to Cash transformation journey.

To be successful in this role you have:

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.
• 7+ years' experience
• Deep understanding of US GAAP and extensive work experience under ASC 606
• A “Can Do” and “Will Do” mindset. An independent thinker and a go-getter
• A calm and focused mindset. Work well under stress and conflict with excellent communication skills.
• Strong analytical and problem-solving skills with data and AI tool proficiency
• Passion for learning and the ability to adapt and reprioritize relentlessly
• Ability to manage stress and navigate competing deadlines with dedication
• Big 4 and Software-as-a-Service (SaaS) revenue experience is a plus

FD21

For positions in this location, we offer a base pay of $124,700 - $218,300, 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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