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About the Role
The Director, Sales Operations Management leads a team responsible for commercial deal support, proposal development, pricing strategy, deal modeling, and sales enablement while remaining actively engaged in the organization's most strategic opportunities. This is a hands-on leadership role responsible for developing talent, scaling commercial capabilities, and establishing repeatable processes while personally supporting high-impact enterprise opportunities. The Senior Manager acts as both a people leader and a strategic partner to Sales leadership, driving consistency in commercial execution across the business.
Responsibilities
- Lead, coach, and develop a team of Deals Operations and Commercial Strategy professionals.
- Establish performance goals, career development plans, and operational priorities.
- Create scalable processes, tools, and templates that improve deal quality and sales productivity.
- Foster a culture of collaboration, customer focus, and continuous improvement.
- Personally support the organization's largest, most complex, and highest-priority opportunities.
- Partner with Sales Leadership on commercial strategy and deal execution.
- Review and provide guidance on pricing models, proposals, and solution recommendations created by team members.
- Act as an escalation point for complex commercial scenarios.
- Oversee creation of customer-facing proposals, executive presentations, pricing summaries, and business cases.
- Ensure commercial narratives clearly communicate value, pricing rationale, and solution recommendations.
- Drive consistency in proposal quality, messaging, and commercial positioning.
- Partner with Product, Solution Consulting, and Sales teams to ensure customer requirements are effectively translated into commercial recommendations.
- Guide sales teams on product selection, packaging, and strategic positioning.
- Ensure proposed solutions align with customer goals and organizational priorities.
- Develop programs that increase seller competency in commercial discussions, pricing strategy, and proposal effectiveness.
- Establish reporting and metrics to evaluate deal support effectiveness and sales adoption.
- Identify opportunities to streamline deal workflows and improve sales productivity.
- Drive best practices across opportunity qualification, commercial engagement, and proposal development.
Requirements
- 10+ years of experience in Sales Operations, Revenue Operations, Commercial Strategy, Deal Support, or Deal Operations.
- 3+ years leading or mentoring teams in a sales support, commercial, or operations environment.
- Experience supporting enterprise software or SaaS organizations through complex sales cycles.
- Strong expertise in pricing strategy, deal modeling, customer-facing proposal development, and commercial operations.
- Proven ability to coach sales teams and influence executive stakeholders.
- Exceptional communication, leadership, and organizational skills.
- Ability to balance strategic leadership responsibilities with hands-on engagement in key opportunities.
Location
- EMEA - Europe, Middle East and Africa
Work Type
- Flexible
- Remote
About the Company
- It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started. Join us to put AI to work for people.
Equal Opportunity
- ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, 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.