Director, Life Sciences GTM, Pharma

About this role

We are looking for a Director for Life Sciences Go-To-Market focused primarily on pharmaceutical accounts with secondary depth in MedTech, covering accounts that span both. This is a hybrid role. It combines pharma operating credibility across drug development, clinical operations, manufacturing and quality, and commercial functions with enough platform depth to turn that credibility into repeatable GTM motions, solution positioning, and field-ready plays.

It is neither a pure industry-advisor role nor a pure platform-seller role. The Director reports to the Global Head of Life Sciences GTM and works alongside a team that already carries deep pharma and MedTech technical credibility. This role's job is to convert that credibility into scalable GTM motions, not to duplicate it. How you'll spend your time Time allocation follows the Global Industries GTM operating model. 60% customer-facing: executive engagement, EBC delivery, pipeline creation, and priority account progression.

Within this, roughly 70% is pipeline creation and 30% is pipeline progression in priority accounts. 20% industry strategy and product collaboration: partnering with account executives and GTM partners on account-level strategy and bringing market signal into product roadmap conversations. 20% field enablement and business reporting: building field-ready plays and assets and tracking pipeline created and influenced against goals.

This role is most active as a door opener and trusted advisor through the point of technical win. In NowSell terms, that means primary ownership at account planning and discovery, active support through technical validation on strategic accounts with an established senior relationship and largely stepping back once the deal reaches commercial and close, where the account team leads and this role re-engages only as needed with the relationship contact.

Areas of responsibility 1. Executive presence and pipeline creation Be a credible senior voice with pharma executives in Executive Business Center engagements, industry forums, and executive roundtables, connecting ServiceNow's platform to what pharma leaders are accountable for: R&D velocity, regulatory readiness, manufacturing quality, and commercial execution. Extend into MedTech conversations on accounts that span both.