Senior Manager, GTM Strategy & Process Optimization
About the Role:
The GTM strategy and process optimization team is the connective tissue between GTM strategy, business process design, system requirements, and execution. We design and operationalize the end-to-end process architecture that links Marketing, GBA, and Sales — owning the workflows, handoffs, data requirements, and operating rhythms that turn marketing activity into measurable pipeline.
We organize our work around five durable capabilities: process architecture, operating model and cross-functional alignment, business requirements and system enablement, data integrity, and adoption and continuous improvement. People on this team own initiatives end to end — drawing on all five capabilities — rather than owning a single function in isolation.
We are looking for a strategy and process leader who can independently own a major GTM initiative from current-state definition through requirements, data design, and adoption. You bring the maturity to align cross-functional partners around a shared path forward, and the range to move fluidly from whiteboard strategy to documented business requirements. This role is the difference between a team that can design good processes and a team that can deliver them at scale.
What You’ll Be Doing:
-
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.
In order to be successful in this role, we need someone who has:
-
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 — ideally 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.
For positions in this location, we offer a base pay of $139,900 - $244,800 , 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,