Sales Operations Director

Job Description

GTM Operations Director – Partner Solutions / Embedded Solutions

The GTM Operations Director is responsible for building and running the operating model that scales partner-delivered and embedded solutions, driving predictable growth, partner satisfaction, and compliant execution across geos and routes-to-market. The role acts as the operational "control tower" between partnerships, product, sales, finance, and legal.

Responsibilities

• Operational strategy and governance – Define and own the end-to-end operating model for partner solutions and embedded offerings (from partner onboarding and solution design through co-sell, billing, and support). Establish and run the rhythm of the business for partner and embedded motions, including QBRs, MBRs, pipeline and forecast reviews, and program health reviews. Create and maintain clear governance, RACIs, and approval workflows for large/complex deals, non-standard terms, and new embedded constructs.
• Process, systems, and tooling – Design, document, and continuously improve core processes across partner GTM, sales, finance, legal, and customer success. Own functional requirements and roadmap for supporting digital capabilities for partner and embedded solution motions. Drive automation and standardization of workflows, minimizing manual touchpoints while maintaining controls and compliance.
• Performance management and analytics – Define success metrics and dashboards for partner and embedded solutions (e.g., attachment and adoption rates, partner-sourced and influenced ACV, solution margin, partner health, time-to-launch). Lead forecasting and performance reviews for partner and embedded motions, providing insight and recommendations to executive and field leadership.
• Cross-functional and partner collaboration – Partner with Product, Partnerships, Sales, and Finance to operationalize new embedded offerings and partner solutions. Serve as primary operational point of contact for key partners on deal execution, reporting, incentives, and program requirements. Coordinate with regional and route-to-market leaders to ensure global standards with local flexibility.
• Risk, compliance, and quality – Ensure operational compliance with partner agreements, commercial policies, and regulatory requirements. Define and maintain controls, documentation, and audit readiness for partner and embedded motions. Monitor quality of execution and customer/partner experience.
• Partner Solution Consulting Operations – Lead operations for partner solution consulting, covering scoping, staffing, delivery governance, and post-implementation review. Partner with Sales, Consulting, and Services to support alignment across presales. Establish KPIs, review performance, and drive actions to improve efficiency.

Qualifications

• 10+ years in SaaS operations, revenue operations, or partner/channel operations, including direct experience with partner ecosystems and/or embedded solution models.
• Proven track record designing and running complex GTM operating models with measurable impact on revenue growth, productivity, and/or margin.
• Demonstrated ability to influence and collaborate with senior leaders across sales, partnerships, product, finance, and legal.
• Excellent communication skills, translating complex operational details into clear executive-ready narratives.
• Experience in enterprise SaaS with large, global partner ecosystems.
• Background in management consulting, corporate strategy, or strategic operations.
• Familiarity with embedded solutions, embedded platform models, or solution-led partner motions.

Compensation and Benefits

Base pay: $165,600 - $289,800, plus equity (when applicable), variable/incentive compensation, and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Benefits include health plans, flexible spending accounts, 401(k) plan with company match, ESPP, matching donations, flexible time away plan, and family leave programs.

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 need an alternative method to apply, please contact for assistance.

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