Job Description

Employment Type: Full-time Location Type: Remote Salary: Not Specified

Company Description

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.

Position Overview

This role involves building and leading a team of direct Sales Executives to drive rapid new business sales growth within a designated region. The successful candidate will develop and execute sales strategies, manage territories, coach team members, and ensure accurate forecasting and pipeline management to achieve annual sales goals.

Responsibilities

• Build a team of direct Sales Executives to drive rapid new business sales growth in the region.
• Build and drive sales strategy for the region in conjunction with Sales Operations to effectively Go-To-Market, including understanding the competitive landscape, presence, and strength within the region.
• Actively engage in territory planning, relationship development, and opportunity development, and drive revenue by supporting and assisting Field Sales Teams in closing opportunities.
• Recruit, coach, and mentor team members to drive excellence.
• Develop territories and quotas for the sales team and effectively communicate performance expectations.
• Manage and report accurate forecasts and pipelines to the business.
• Achieve annual sales goals on a quarterly and annual basis.
• Engage and align effectively in C-level meetings to understand customer business requirements.
• Build effective working relationships with Solution Consulting, Business Units, Professional Services, Marketing, the Partner community, and the ServiceNow executive team.
• Retain and grow existing customer base with regular non-sales customer engagement activities to deliver an excellent customer experience.

Qualifications

To be successful in this role, you have:

• 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.
• Extensive track record of new business sales success, including presentation and negotiation skills within industry and at C Level.
• Strong success in recruiting, coaching, and managing an exceptional sales team.
• Strong strategic thinking, including analytical and financial planning skills to meet and exceed quotas and goals.
• Ownership of accurate CRM reports, including current and future quarterly forecasts and opportunity inspection.
• Experience in driving sales processes and fostering effective working relationships with Sales Operations.
• Ability to understand the 'bigger picture' and business drivers around IT.
• Ability to build long-term strategic and senior-level relationships.
• Ability to adapt and work effectively within a rapidly changing and growing environment.
• Demonstrates strong business and financial acumen.
• Built self-motivated sales teams that embrace a culture of collaboration, enthusiasm, and overachievement.
• Champions and promotes top performers, constantly develops and coaches the team and themselves, and top-grades appropriately.
• Proven partner relationships and networks, and ability to grow the impact of revenue streams and territory development through the partner ecosystem.
• Ownership of driving successful pipeline generation activities developed by marketing or the partner community.
• JV20

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...