Senior Manager, CEG Planning & Operations

About the Role

We're seeking a strategic Senior Manager, CEG Planning & Operations to lead enterprise-wide planning processes and drive operational excellence across the organization. This role serves as the central orchestrator of our annual operating rhythm, ensuring seamless alignment between GTM teams, sales operations, finance, and executive leadership.

• Lead the development and execution of the annual operating plan (AOP), partnering with finance and business leaders to establish targets, resource allocation, and strategic initiatives
• Drive cross-functional alignment across GTM planning, APEX, Sales, and other key stakeholders to ensure cohesive planning and execution
• Manage the Customer Excellence Group (CEG) operating cadence, including business reviews, strategic planning sessions, and performance tracking

• Develop and execute sales compensation strategy in partnership with HR, Finance, and Sales Leadership, ensuring programs drive desired behaviors and business outcomes
• Lead annual sales compensation planning cycles, including plan design, modeling, and implementation
• Coordinate the global territory and quota planning process, balancing capacity, coverage, and growth objectives across regions and segments

• Establish and maintain planning frameworks, templates, and operating rhythms that drive accountability and transparency
• Synthesize complex data and insights to inform executive decision-making and strategic pivots
• Identify process improvement opportunities and implement scalable solutions

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI’s potential impact on the function or industry
• 8+ years of experience in operations, strategic planning, sales operations, or related fields
• 3+ years managing cross-functional strategic initiatives with demonstrated ability to influence senior stakeholders
• Deep understanding of sales compensation structures, territory design, and quota methodology
• Strong analytical and financial modeling skills with proficiency in Excel and business intelligence tools
• Excellent communication skills with ability to translate between strategic vision and tactical execution
• Desired:
  Bachelor's degree required; MBA or relevant advanced degree

• Strategic thinking with exceptional execution capabilities
• Stakeholder management and influence without direct authority
• Process design and operational discipline
• Data-driven decision making and business acumen
• Ability to manage multiple complex work streams simultaneously
• Executive presence and communication

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.

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 Service Now employees depending on the nature of their work and their assigned work location. Learn more: to determine eligibility for a work persona, Service Now may confirm the distance between your primary residence and the closest Service Now office using a third-party service.

Service Now is an equal opportunity employer. All qualified applicants will receive consideration for…