It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. Backed by Greylock and Sequoia.
About the role
The Pursuit Lead, Elevate owns transformational opportunities end-to-end—from first strategic engagement through close and into early customer success. You are the single point of accountability for deal progression, commercial architecture, and customer outcomes.
What they're looking for
- Required
- 10+ years of traditional enterprise sales, Software Sales and deal structuring
- 5+ years of Large Deal Pursuit type role with proven track record closing $50M+ TCV contracts with a focus on incremental revenue vs renewals
- And/or 5+ years of experience with corporate strategy, business development, large, complex corporate transactions (M&A, IP acquisition, revenue-share models, strategic partnerships, or consulting engagements)
- Demonstrated executive presence: Credible with C-suite stakeholders in strategic business conversations, not just sales pitches
- Deep understanding of enterprise transformation: Know how operating models change, what drives customer urgency, and how to sequence multi-year transformation programs
More about this role
Role Summary
The Pursuit Lead, Elevate owns transformational opportunities end-to-end—from first strategic engagement through close and into early customer success. You are the single point of accountability for deal progression, commercial architecture, and customer outcomes. Unlike traditional deal roles, you work shoulder-to-shoulder with an embedded Transformational Platform Consultant; you own the transformation strategy and commercial model while they own the technical transformation narrative and North Star architecture. Together, you present one unified voice, one coherent vision, and one executable path to operational transformation through the ServiceNow platform.
You operate upstream of traditional sales motions, identifying and developing transformational opportunities that cut across business units and require platform-level thinking, executive engagement, and cross-functional orchestration from our ecosystem and partners.
Six Core Accountabilities
Own Deal Outcome & Business Impact
Drive the complete deal lifecycle as the business strategist and executive deal leader. Own the strategic hypothesis for transformation from initial customer vision all the way through to...
Browse similar: Startup jobs · Remote jobs