Job Description

Salary: $170,000 - $250,000 (Base Pay)

Location Type: Remote (United States)

Employment Type: Full-time

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

We are seeking a dynamic and experienced sales leader to build and manage a team of direct Sales Executives, driving rapid new business sales growth within the region. This role requires a strategic thinker with a proven track record of success in sales leadership, territory planning, and C-level engagement.

Responsibilities

• Team Building & Management: Build a team of direct Sales Executives and recruit, coach, and mentor team members to drive excellence.
• Sales Strategy & Execution: Build and drive sales strategy for the region in conjunction with Sales Operations to effectively Go-To-Market, including understanding the competitive landscape.
• Revenue Generation: Actively engage in territory planning, relationship development, and opportunity development, supporting and assisting Field Sales Teams in closing opportunities.
• Forecasting & Reporting: Manage and report accurate forecasts and pipelines to the business.
• Goal Achievement: Achieve annual sales goals on a quarterly and annual basis.
• Customer Engagement: Engage and align effectively in C-level meetings to understand customer business requirements. Retain and grow the existing customer base with regular non-sales customer engagement activities to deliver an excellent customer experience.
• Collaboration: Build effective working relationships with Solution Consulting, Business Units, Professional Services, Marketing, our Partner community, and the ServiceNow executive team.
• Partner Ecosystem: Leverage proven partner relationships and networks to grow revenue streams and territory development through the partner ecosystem.
• Pipeline Generation: Drive successful pipeline generation activities developed by marketing or the partner community.

Qualifications

• Sales Experience: Experience selling into or managing a team selling into the Retail vertical is required.
• Location: Candidate can be located anywhere in the United States with access to a major airport.
• AI Integration: Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving.
• New Business Success: Extensive track record of new business sales success, including presentation and negotiation skills within industry and at C Level.
• Team Leadership: Strong success in recruiting, coaching, and managing an exceptional sales team.
• Strategic Thinking: Strong strategic thinking, including analytical and financial planning skills to meet and exceed quotas and goals.
• CRM Proficiency: Ownership of accurate CRM reports, including current and future quarterly forecasts and opportunity inspection.
• Sales Process: Experienced in driving the sales process and fostering effective working relationships with Sales Operations.
• Business Acumen: Ability to understand the 'bigger picture' and business drivers around IT.
• Relationship Building: Ability to build long-term strategic and senior-level relationships.
• Adaptability: Ability to adapt and work effectively within a rapidly changing and growing environment.
• Financial Acumen: Demonstrates strong business and financial acumen.
• Team Culture: Proven ability to build self-motivated sales teams that embrace a culture of collaboration, enthusiasm, and overachievement.
• Performance Management: Champions and promotes top performers, constantly develops and coaches the team and themselves, and topgrades appropriately.

Compensation & Benefits

• Base Pay: $170,000 - $250,000
• Incentive Compensation: Equity (when applicable), variable/incentive compensation.
• Benefits: Comprehensive benefits package.
• On-Target Earnings (OTE): Sales positions generally offer a competitive OTE incentive compensation.