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.