Richard Flores

Skills

Core competencies:
• Global Deal Desk Leadership
• Large/Complex Deal Structuring
• Pricing Strategy
• Executive & Board-Level Comms
• Team Development
• Growth Mindset Leadership
• Cross-Functional Leadership
• Commercial Policy Development
• Governance Frameworks
• Escalation Management
• Operational Excellence
• Process Transformation
• Competitive Intelligence
• Market Insights
• CPQ Optimization & Automation
Additional Skills:
• Business Case Development
• Deal Review Leadership
• Organizational Change
• Team Coaching
• Excel Modeling

About

Rich Flores is the Director of GTM Pricing Strategy on the Commercial Excellence team at ServiceNow. With over 13 years of experience in Operations, he leads efforts that help the field work smarter and faster—driving innovation and simplification across policy, processes, and tools to build the operational infrastructure necessary to scale the business.

Since joining ServiceNow, Rich has spearheaded initiatives that embed competitive intelligence into strategic programs, shaping and implementing commercial policy that delivers more than $120M in ACV impact, annually. His ability to monetize and grow the business has been instrumental in launching initiatives that align field priorities with company goals.

Prior to ServiceNow, Rich spent 10+ years leading Deal Desk teams, including several years at VMware managing the Deal Desk for Global Accounts. His work spanned developing pricing and commercial models that empowered customers to accelerate their technology road maps, establishing commercial policy aligned with company strategy, and improving CPQ systems to eliminate more than 50 manual processes for sales operations. These efforts collectively generated over $100M in ACV impact, annually.

Rich’s leadership style fosters a culture of belonging, excellence, and growth. Over the last decade, he has empowered his teams with the visibility, trust, and autonomy needed to thrive—resulting in multiple promotions across his organizations.

He is passionate about sales and business growth and is highly experienced in structuring large, complex deals that create strong outcomes for both customers and internal stakeholders. Rich cultivates inclusive, high-performing environments where people can do their best work.

Rich holds a Master’s Degree in Accounting from Saint Edward’s University and a Bachelor of Business Administration in Finance and Economics from Baylor University.