Retail GTM Senior Manager, EMEA

Overview

Retail GTM Senior Manager, EMEA at ServiceNow. The Senior Manager of Retail Go to Market (GTM) EMEA leads industry-focused strategy and collaboration with sales, marketing, product, and partners to identify and develop Retail opportunities in the EMEA region. The role works with EMEA account teams to pursue strategic retail clients and translate industry insights into executable initiatives.

Responsibilities

• Customer-Focused Pipeline Development: Educate executives and senior leaders about ServiceNow through leadership in industry events, executive reviews, and collaboration with account teams to advance the customer pipeline with industry expertise.
• Sales-Oriented Pipeline Progression: Partner with account executives to advance the pipeline, engage with key buying center executives, and help shorten deal lifecycles by highlighting business value and differentiators.
• Partner Development & Execution: Lead priorities with top partners to support industry positioning, enablement, and customer development, accelerating customer-focused pipeline priorities.
• Analyze, Drive & Report on the Business: Analyze global retail trends, opportunities, and KPI impact; use data to influence actions and drive results in the Retail segment.
• Industry Strategy & Team Leadership Development: Develop integrated sector/geo strategy, align with stakeholders across product, marketing, sales, and enablement, prioritize opportunities, and collaborate with product on future retail solutions and investments.

They will maintain a strong focus on the retail sector (e.g., grocery, convenience, big box, specialty, apparel) and build trusted relationships with customer and partner executives to contribute to revenue growth in top retail accounts. The leader will also engage in multi-year strategy development for penetrating the EMEA retail market and manage ongoing opportunities and pursuits with executive stakeholders.

Qualifications

• Experience in leveraging or applying AI to work processes, decision-making, or problem-solving, including AI-powered tools, automated workflows, or AI-driven insights.
• 10+ years of sales and sales management experience in the disputes and payments space with a track record of strategy and operational leadership.
• Strong knowledge of the retail sector and ability to collaborate across internal and external teams on business and technology transformation efforts.
• Knowledge of key retail processes such as guest experience, store operations, customer service, supply chain, vendor management, retail technology, and HR.
• Proven pipeline management skills with a consultative sales approach and a history of achieving targets with YoY growth.
• Ability to develop a trusted advisor network with customers and sales organizations to influence strategy, messaging, and engagement.
• Experience creating thought leadership content and communicating with an international audience.
• Strong written, presentation, and verbal communication skills; ability to convey strategic messaging clearly.
• Ability to travel 25-50% as needed.
• Bachelor’s and/or Master’s degree or equivalent experience in business, finance, technology or related fields.

Additional Information

• Work Personas: ServiceNow offers flexible work arrangements (flexible, remote, or in-office) depending on role and location.
• Equal Opportunity Employer: ServiceNow provides equal consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin, age, disability, gender identity or expression, marital status, veteran status, or other protected status. Legal requirements regarding arrest or conviction records apply where applicable.
• Accommodations: If you require a reasonable accommodation to complete any part of the application process, contact
• Export Control: Some positions may require export control approvals; employment is contingent upon obtaining any necessary licenses or approvals.

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