Job Description

Salary: $170,000 - $250,000 (base pay)

Location Type: Remote (United States, with access to a major airport)

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

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, engage with C-level executives, and foster strong relationships with internal teams and the partner ecosystem to achieve significant revenue growth and customer satisfaction.

Responsibilities

• Team Building & Leadership:
  • Build a team of direct Sales Executives.
  • Recruit, coach, and mentor team members to drive excellence.
  • Build self-motivated sales teams that embrace a culture of collaboration, enthusiasm, and overachievement.
  • Champion and promote top performers, continuously develop and coach the team and themselves, and top-grade appropriately.
• Sales Strategy & Execution:
  • Build and drive sales strategy for the region in conjunction with Sales Operations to effectively Go-To-Market.
  • Understand the competitive landscape, presence, and strength within the region.
  • Actively engage in territory planning, relationship development, and opportunity development.
  • Drive revenue by supporting and assisting Field Sales Teams in closing opportunities.
  • Develop territories and quotas for the sales team and effectively communicate performance expectations.
  • Manage and report accurate forecasts and pipeline to the business.
  • Achieve annual sales goals on a quarterly and annual basis.
  • Drive successful pipeline generation activities developed by marketing or the partner community.
• Customer & Stakeholder Engagement:
  • 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, our Partner community, and the ServiceNow executive team.
  • Retain and grow the existing customer base with regular non-sales customer engagement activities to deliver an excellent customer experience.
• Partner Ecosystem:
  • Leverage proven partner relationships and networks.
  • Grow the impact of revenue streams and territory development through the partner ecosystem.

Qualifications

• Sales Experience:
  • Extensive track record of new business sales success, including presentation and negotiation skills within industry and at C-Level.
  • Experience selling into or managing a team selling into the Retail vertical is required.
• Leadership & Management:
  • Strong success in recruiting, coaching, and managing an exceptional sales team.
• Strategic & Analytical Skills:
  • Strong strategic thinking, including analytical and financial planning skills to meet and exceed quotas and goals.
  • Ability to understand the 'bigger picture' and business drivers around IT.
  • Ability to build long-term strategic and senior-level relationships.
• AI Integration:
  • 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.
• Operational Skills:
  • Ownership of accurate CRM reports, including current and future quarterly forecasts and opportunity inspection.
  • Experience in driving sales process and fostering effective working relationships with Sales Operations.
• Adaptability:
  • Ability to adapt and work effectively within a rapidly changing and growing environment.
• Business Acumen:
  • Demonstrates strong business and financial acumen.

Compensation & Benefits

• On-Target Earnings (OTE): Competitive OTE structure.
• Equity: Potential for equity participation.
• Variable/Incentive Compensation: Performance-based compensation.
• Benefits: Comprehensive benefits package.