AVP, Global Complex & Large Deal Development Leader

Company Description
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.
Job Description
The AVP, Global Complex & Large Deal Development Leader will be a key leader in driving the company's long-term revenue growth through strategic, large-scale transactions. This role is responsible for the entire lifecycle of high-potential deals, from early-stage identification and strategic shaping to the smooth handoff to the execution team. You will lead a global team and partner with key stakeholders across the organization, ensuring every deal is strategically sound and positioned for success.
What You'll Do

• Lead and inspire a global team focused on complex and large deal strategy, development, and velocity.
• Drive demand for large and complex deals by identifying, shaping, and qualifying high-potential opportunities 12-18+ months out.
• Act as a central hub for cross-functional collaboration during the early pursuit phase, aligning on strategic sales messaging with teams such as Corporate Development, Strategic Finance, and Field Planning.
• Partner with the Office of the CEO, Corporate Strategy, and other key business functions to develop transformational deals.
• Active participation in C-Suite Engagements, Executive Briefing Center presentations, and ongoing client facing activities helping to shape customer initiatives.
• Orchestrate pipeline resources down to the area/geo levels to ensure effective monthly maturity and alignment across regions.
• Establish clear, documented deal qualification criteria, including sponsorship, budget, and risk posture.
• Ensure a seamless transition to the execution team, providing a comprehensive deal profile and clear context without duplicating ownership.
• Contribute to the creation of mega deal development playbooks and qualification frameworks to enable scalability and repeatability across the organization.
• Lead demand generation activities, collaborating with geo stakeholders to ensure consistency and alignment.

Qualifications
What You'll Bring
Experience & Expertise:

• 15+ years of experience, with a combination of management consulting, GTM strategy, and direct sales within the software industry.
• 10+ years of consultative direct sales experience with Enterprise accounts, preferably selling SaaS.
• 5+ years in a leadership or sales leadership role, with a demonstrated track record of coaching and mentoring high-performing teams.
• 2+ years of experience in large deals, corporate strategy, or business development, with a focus on complex transactions like M&A, IP acquisition, or revenue share models.
• 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.
• Demonstrated success in shaping and qualifying large, transformational enterprise transactions in complex stakeholder environments.
• Experience in leveraging or critically thinking about how to integrate AI into work processes and decision-making.

Skills & Attributes:

• Exceptional executive presence, communication, and influencing skills.
• A strategic thinker with a bias for structure, clarity, and process.
• Strong analytical and financial skills with the ability to clarify complex opportunities and risks.
• A confident facilitator who builds trust with executives and cross-functional teams.
• Energized by ambiguity and comfortable with handing off deals without full lifecycle ownership.
• Ability to work effectively in a matrixed, multi-geo environment.
• A continuous improvement and growth mindset.
• Proven ability to build strong networks within teams, among peers, with clients, and with executive leadership.

For positions in this location, we offer a base pay of $226,100 - $373,100, 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.
Additional Information
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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