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About the Role
We're hiring a Principal, AI Deployment Strategy to own where the FDE organization deploys its talent for maximum impact. This role sits at the seam between our portfolio of engagements, our global capacity, and our critical GTM, sales, and product relationships. You'll calibrate how we allocate FDE resources against the highest-leverage customer, product, and market opportunities. This is a strategist-operator role, not a coordinator's - every deployment decision, every capacity constraint, every scale path is yours to solve at an expert caliber. The right person has lived across GTM, value technical value, and delivery, has the executive presence to hold a room with senior sales and product leadership.
Responsibilities
- Own the global FDE portfolio and allocation strategy, calibrating where FDE delivers the most impact on revenue, product signal, and customer reference value.
- Run the investment thesis that positions the FDE team in the highest-conviction customer, product, and GTM moments.
- Navigate competing priorities across regions, portfolios, and strategic accounts to maximize team impact globally.
- Treat every FDE engagement as an investment, approving only work tied to a clear strategic imperative or commercial outcome.
- Set approval criteria, lock scope, success criteria, and target outcomes before work begins, and track engagements through to results.
- Measure renewals, net-new ACV, consumption, and expansion influenced per FDE-week to steer future deployments and headcount scaling.
- Compress the time from use case identification to value defined, aligned to token burn, and executive-signed-off.
- Build and scale a repeatable playbook for engagements to move from 'interesting problem' to 'approved investment with quantified outcomes'.
- Own emerging initiatives that define FDE's next frontier and build scale paths to turn early wins into portfolio-wide capability.
- Define and manage the partner motion to extend FDE reach without diluting caliber, including vetting standards and engagement models.
- Drive how FDE impact shows up at the highest altitudes, including board narratives, Financial Analyst Day, C-suite QBRs, and marquee customer references.
- Stay close to the field to read market signals in real time and ensure the team is leaning into what's landing and pulling back from what isn't.
- Pattern-match across the portfolio and solve the highest-leverage deployment decisions at an expert level.
Requirements
- 12+ years of experience spanning AI GTM, applied AI or technical solutioning, management consulting, or strategic delivery in a Fortune 500 environment.
- A track record of personally owning complex, multi-stakeholder GTM and deployment decisions with C-suite and senior executive partners.
- Demonstrated fluency in agentic AI, LLM-based systems, or applied AI builds with enough technical depth to challenge scope and pressure-test architecture.
- Experience designing and scaling commercial frameworks, capacity models, or strategic allocation constructs that have held up under CFO and procurement scrutiny.
- A history of managing portfolios or programs that have scaled beyond your individual reach.
- The judgment to know which deployment decision in the portfolio deserves your time and the operating instinct to solve it without waiting for a directive.
Skills
- AI GTM
- Applied AI
- Technical Solutioning
- Management Consulting
- Strategic Delivery
- Agentic AI
- LLM-based systems
- Commercial Frameworks
- Capacity Models
- Strategic Allocation
- Portfolio Management
- Program Management
- Executive Presence
Location
- AMS - North America and Canada
Work Type
- Flexible
- Remote
Experience Level
- Principal
Salary/Compensations
- $221,200 - $387,100
Benefits
- Equity (when applicable)
- Variable/incentive compensation
- Health plans
- Flexible spending accounts
- 401(k) Plan with company match
- ESPP
- Matching donations
- Flexible time away plan
- Family leave programs
About the Company
- 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.
Equal Opportunity
- ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest and conviction records will be considered for employment in accordance with legal requirements.