Director, Life Sciences GTM, Pharma

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.

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.

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.

Pipeline created and influenced through this work is measured on in-quarter NNACV.

Partner with account executives to progress pipeline: form relationships with key buying-center executives, sharpen the business case, and shorten deal cycles by bringing pharma industry expertise into account strategy, particularly on accounts with senior stakeholder complexity that call for an objective, practitioner-level voice.

Ensure the business case and clinical or operational logic behind demos and proof-of-concept work is sound and lands with executives, by working with solution consultants across clinical trial operations, pharmacovigilance, manufacturing quality, and commercial CRM. Building and running demos is Solution Consultant territory; this role owns the credibility of the story behind them.

Bring market signals, executive feedback, and deal-level patterns into ServiceNow's product roadmap for pharma, particularly for net-new solutions with no off-the-shelf play yet. Support the pharma partner motion with strategic SIs and technology partners at the solution and co-sell level. Partner-aligned roles own program management, deal registration, and ISV certification.

Turn pharma market dynamics, win/loss patterns, and voice-of-customer signal into field-ready plays, positioning, and competitive tools that sellers can run without this role in the room. If a play still requires this Director to work, it isn't finished. Track pipeline created and influenced against goals and use that analysis to direct effort where it moves the number.

• 12+ years working at the intersection of life sciences and enterprise technology, with a track record of turning sector knowledge into commercial outcomes. Depth should weight toward pharma, with working familiarity in MedTech. This experience can come from direct employment inside a pharma or biotech company in a role touching enterprise technology, from time at a vendor or systems integrator serving the pharma or biotech market (Accenture, Deloitte, EY, or equivalent), or from a combination of both. What matters is the ability to connect a pharma operational problem to what an enterprise platform actually does at the workflow level, not which side of the table it was learned on.
• Demonstrated executive presence: a track record of leading, not supporting, high-stakes conversations with senior pharma or biotech executives, and the credibility to own the narrative in an Executive Business Center or equivalent forum.
• Commercial GTM experience: a track record of building pipeline, shaping account strategy, and driving measurable revenue outcomes in a GTM, sales overlay, or business development capacity. Quota-carrying experience is a plus, not a requirement. What is required is evidence of commercial impact, not narrative-only involvement.

• Traditional strategy consulting experience (McKinsey, BCG, Bain, or equivalent) serving the pharma or biotech sector. This adds credibility on top of the must-haves above; it does not substitute for them.
• Established presence in the pharma or biotech sector through industry events, associations, or thought leadership. Track record of industry keynotes or similar public speaking engagements.
• Experience shaping product roadmap or solution strategy with product teams, ideally in life sciences.

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