Job Description: State & Local Government and Higher Education Sales Leader

Employment Type: Full-time Location Type: Remote Salary: $211,100 - $358,900 (base pay, plus equity, variable/incentive compensation, and benefits)

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 lead and grow a sales team focused on our State & Local Government and Higher Education segments. This role is crucial in developing and executing go-to-market strategies to achieve revenue goals, build strong executive relationships, and drive operational excellence within these key markets.

Responsibilities

• Team Leadership: Lead and grow a sales team to serve our customers within the State & Local Government and Higher Education segments.
• Go-to-Market Strategy: Develop clearly defined go-to-market initiatives with key ServiceNow sales, marketing, and business unit leaders to achieve revenue goals.
• Operational Cadence: Define key milestones and progress tracking metrics, and drive associated operating rigor to ‘inspect what we expect’.
• Strategic Planning: Lead, organize, and manage executive-level strategic planning, sales programs, and operational cadence to drive operational excellence.
• Relationship Building: Build strong relationships with executive leaders in both our customers and partners.
• Advisory Role: Align as a trusted advisor and strategic team member to both sales and company executives to understand market conditions, customer requirements, and challenges, and assist in strategically planning GTM, solution capabilities, and strategic partnerships.
• Cross-Functional Collaboration: Establish trusted relationships with product management, marketing, global sales leadership, professional services, and global alliance and channels leaders.
• Team Development: Build, grow, and retain a high-performing sales team.

Qualifications

To be successful in this role, you have:

• Sales Leadership Experience: Extensive sales leadership experience recruiting and developing high-performance teams selling into the SLG and Education markets.
• AI Integration Experience: 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.
• Sales Cycle Management: Proven ability in managing complex sales cycles from start to finish with a track record of successful revenue attainment.
• Operational Excellence: Experience building and maintaining a strong operational cadence to drive predictability and stability in your business.
• Collaboration & Drive: Strong drive for results and ability to collaborate and influence in a “win as a team” environment.
• People Management: Strong people management skills with a passion for coaching and developing others to their highest potential.
• Interpersonal Skills: Excellent interpersonal skills communicating and collaborating with both business and technical stakeholders at all levels within an organization.
• Adaptability: Adaptable and flexible, able to work and thrive in a highly dynamic environment.
• Commitment: A high degree of passion, energy, drive, and willingness to travel 50% of the time.
• Executive Presence: Strong executive presence & track record of consistent quota attainment & over achievement.

Compensation and Benefits

For positions in this location, we offer:

• Base Pay: $211,100 - $358,900
• Incentive Compensation: Equity (when applicable), variable/incentive compensation, and a competitive On Target Earnings (OTE) structure for sales positions.
• Benefits: 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.

Note: Compensation is based on the geographic location of the role and is subject to change based on work location. Individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location.