Sales Director Enterprise Digital Sales

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.

This work environment is highly collaborative and inclusive, offering individuals with strong aptitude and attitude the chance to advance their careers by working alongside some of the most cutting-edge technology and talented developers in the industry.  

ServiceNow is the fastest-growing enterprise cloud software company in the world, and we believe it’s the great people we hire who will keep us there. We hire carefully, we hire the best, we celebrate our people. 

What you get to do in this role:  

• 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.   

• Meet or exceed Monthly, Quarterly, and Annual sales quotas.   

• Set and track key sales targets and supporting metrics for your team, both leading and lagging KPIs for high-volume Enterprise business  

• Motivate, coach, and directly manage a team of quota-carrying Enterprise Sales Associates (ESAs)  

• Work cross-functionally with the Enterprise Field Reps/Leaders, your ESAs align with  

• Hold regular call coaching sessions, pipeline reviews, one-on-ones, and team meetings  

• Join/co-sell with your team on customer and prospect calls to close deals  

• Analyze current processes and systems to identify opportunities to improve customer outreach and pipeline management  

• Execute new hiring, onboarding, and ongoing training to enable the team to achieve sales quota and ongoing professional development  

• Build an open communication environment for your team  

• Ensure your Enterprise Sales Associates are following the sales process in order to win new ACV business  

• Facilitate resources necessary to further the sales cycle, such as Solution Consultants, Solution Sales, Sales Operations, Marketing, etc.  

• Provide timely and accurate information to management, including forecasts, territory plans, and business objectives.  

• Utilize and leverage internal technology  

• Occasional travel for customer meetings and/or training may be required.  

To be successful in this role, we are looking for someone who has:  

• Demonstrated success as a Sales leader, with a focus on effectively closing sales, with experience in a quota-carrying sales role as an individual contributor. Preference will be given to candidates with a strong background in software sales, showcasing a thorough understanding of the industry and the ability to drive revenue through strategic client engagement and relationship building. 

• 2nd line sales leader experience is a plus 

• Leadership experience in Cloud computing, SaaS offerings, and software subscription business models   

• Experience with sales automation and engagement tools   

• Displays a strong operating rhythm, including effective team meetings, forecasting, and development    

• Proven execution against quota as a leader with driving consistent rep performance   

• Recognizes even subtle symptoms that indicate problems, determines root causes, and offers ideas to address them. Articulates how their actions contribute to the org’s success.    

• Full understanding of the sales process from lead to close to ongoing account management.  

• Worked within a large ecosystem and can consistently deliver results.  

• Strength in growing relationships amongst executives, both internally and externally  

• Comfortable using Key Performance Indicators to develop coaching plans and sales campaigns.  Examples of KPIs are pipeline creation and progression, sales play activities, opportunity ownership, and revenue contribution.  

• Ability to manage multiple projects and activities while paying attention to detail.  

• Excellent verbal and written communication, as well as interpersonal and team management skills.  

• Positive, motivating, and energetic personality  

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. Learn more here.

Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements. 

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance. 

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities. 

From Fortune. ©2024 Fortune Media IP Limited. All rights reserved. Used under license.