Contract Gtm Strategy Jobs in Washington (NOW HIRING)

Company Description

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.

Join us to put AI to work for people.

Job Description

Principal Strategist - Public Sector, Inspire Value - Moveworks

Moveworks is the Agentic AI Assistant platform that empowers the entire workforce.

Our platform enables employees to converse with all of their business systems through natural language to quickly find answers and automate tasks. Powered by the world's most advanced LLMs, our proprietary models, and a sophisticated Agentic AI platform, we're transforming how work gets done by allowing AI to take initiative, streamline complex workflows, and continuously learn and adapt.

Moveworks is trusted by over 5.5 million employees at more than 350 of the world’s largest companies, including 10% of the Fortune 500, to automate everyday tasks and streamline business operations. Recognized on the Forbes Cloud 100 and AI 50 lists, Moveworks was also named one of Fast Company’s 2025 Most Innovative Companies and Inc’s Best in Business, in the Best in Innovation category. Moveworks was also recognized at Microsoft’s 2025 Partner of the Year and in 2024, received the AI Breakthrough Award.

In December 2025, Moveworks was acquired by ServiceNow, marking a pivotal milestone in our journey to create a single front door to work for all business systems. By combining ServiceNow’s leading workflow automation with Moveworks’ Reasoning Engine and natural language capabilities, we deliver the AI platform for every person and every workflow. Built to go beyond basic summaries to deliver meaningful business impact. Together, our AI acts across enterprise systems to turn conversations into completed work.

By joining our team, you’ll be at the forefront of the AI transformation, backed by the global scale of ServiceNow and the agility of a high-growth company. We are looking for world-class talent to help us extend agentic AI to every employee across every corner of the business.

Come join us!

ServiceNow

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

As a member of the Go-to-Market (GTM) team, you will play a strategic role at the center of our company, working with customers to identify the operational, strategic, and financial impact that Moveworks AI technology can have on their organizations. In this highly visible role, you’ll be a key leader in helping grow our Business Value Services function, collaborating with sales teams on our largest and most strategic customers in the Federal, State, Local, and Education/Non-Profit sector, engaging senior executives on their most top-of-mind challenges and opportunities, and building assets to support our GTM strategy and execution.

We’re building a team that will thrive in a dynamic sales environment, laser-focused on consistently surpassing our revenue targets. To be successful, you’ll not only work closely with our founders and Sales leaders but also forge strong relationships with our Product, Data Science, Solution Architecture, and Customer Success teams.

This cross-functional collaboration will be key to scaling the Business Value Services function and our Public Sector business, demonstrating to customers a significant value opportunity, return on their investment, and engagement model that positions them for a long-lasting partnership with Moveworks and ServiceNow.

What You Will Do

• Partner with internal GTM stakeholders (namely Presales, Data Science, Customer Success, and GTM Enablement) to build, operationalize, and scale assets that support consistent value messaging and net new annual contract value (NNACV) growth
• Educate Sales, presales, and postsales teams on value selling best practices to maximize pipeline generation and conversion efforts
• Be a trusted advisor on Deal Strategy Reviews, providing thought leadership on market/industry/customer trends that support value selling at an enterprise level
• Lead value-based discovery workshops with customers and prospects (technical and business stakeholders) to identify key business objectives & initiatives, document current state processes, uncover operational challenges, and identify sources of strategic and financial value.
• Build and deliver compelling, high-impact, executive-facing business value narratives for CxOs, actively collaborating with Sales Leadership, Sales, and GTM colleagues within your assigned territory
• Develop comprehensive value models (e.g., return on investment, total cost of ownership) to quantify business value that can be unlocked by adopting agentic generative AI solutions
• Establish feedback loops across the GTM team of Moveworks and ServiceNow that enable us to continually iterate and and scale our value messaging and Better Together messaging and positioning to the market.

Qualifications

What You Bring To The Table

• 6+ years of professional experience, with progressive experience in consultative, strategic, and analytical customer-facing roles (e.g., value engineering, business value services, management consulting, IT consulting, etc.)
• Strong executive presence and proven track record of advising C-suite executives towards successful business outcomes
• Excellent strategic consulting skill-set, including discovery, analysis, quantitative modeling, communication, story-telling, persuasion and project leadership skills.
• Highly proficient in building financial models (ROI & TCO) and presentations for senior executives, using Microsoft Excel, Google Sheets, Microsoft Powerpoint, Google Slides or similar tools
• Experience in executing complex SaaS sales engagements with large enterprises using a consultative/ROI-based/value selling sales approach; familiarity with methodologies such as MEDDIC and Force Management a plus
• Extensive experience in utilizing AI-native platforms to scale your impact while also ensuring a high level of quality and accuracy in AI generated deliverables
• Driven, high-energy, self-starter comfortable leading and executing initiatives in a dynamic environment, balancing competing projects, customer needs, and organizational priorities
• Deep understanding of the strategic and financial impact of analytics, machine learning and AI for enterprises
• A ‘nothing is someone else’s problem’ mentality - willingness to learn new skills and roll up sleeves to achieve successful business outcomes
• Willingness to travel up to 40% of the time visiting customers to run discovery sessions and present back findings and solutions
• Bachelor’s degree required, MBA preferred
• Fluency in English is required; proficiency in other languages is a plus
• US citizenship required
• Eligibility and willingness to move through federal security clearance up to Top Secret

For positions in this location, we offer a base pay of $165,500 - $289,600, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

Additional Information

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact globaltalentss@servicenow.com for assistance.

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.

From Fortune. ©2026 Fortune Media IP Limited. All rights reserved. Used under license.