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About the Role
Manage a team of 8 Enterprise and Strategic Solution Sales Executives to drive new business sales growth within a defined territory, focusing on Manufacturing across the US. Build and drive sales strategy, engage in territory planning, relationship development, and opportunity management to achieve revenue goals. Recruit, coach, and mentor team members, develop territories and quotas, and manage accurate forecasts and pipelines. Act as a Subject Matter Expert in C-level meetings and build relationships with internal teams and executives.
Responsibilities
- Manage a team of 8 Enterprise and Strategic Solution Sales Executives to drive new business sales growth within a defined territory (Enterprise + Strat Manufacturing, across US).
- Build and drive sales strategy for the territory in conjunction with Sales Operations to effectively Go-To-Market.
- Actively engage in territory planning, relationship development and opportunity development and driving revenue by assisting Sales Executives in closing opportunities.
- Recruit, coach and mentor team members to drive excellence.
- Development of territories and quota for the sales team and effectively communicating to set performance expectations within the team.
- Manage and report accurate forecast and pipeline to the business.
- Achievement of annual sales goals on a quarterly and annual basis.
- Act as the Subject Matter and ServiceNow Expert in C level meetings in order to leverage our offering.
- Build effective working relationships with Solution Consulting, Sales Specialists, Technical Support, Professional Services, Legal, Sales Operations, Marketing and the ServiceNow executive team.
Requirements
- 5+ years minimum Enterprise Segment, Strategic Enterprise strongly preferred (10K+ employees).
- Startup mentality with enterprise software pedigree.
- Track record of success in a large, matrixed enterprise software organization, combined with startup-level hustle and adaptability.
- Proven new business sales leader — strong presentation and negotiation skills, including at the C-level and within the industry.
- Consistent quota over-achievement in Enterprise/Strategic sales (transferable track record).
- Talent builder — strong history recruiting, coaching, and managing high-performing sales teams.
- Strategic and financial acumen — analytical planning skills to hit and exceed quota and business goals.
- Process-oriented — experience driving sales process and partnering effectively with Sales Operations.
- Business-savvy — understands the broader IT landscape and business drivers behind it.
- Relationship builder — able to develop long-term, senior-level strategic relationships.
- Adaptable — thrives in fast-changing, high-growth environments.
- AI-forward — uses or critically evaluates AI tools to improve workflows, decisions, or problem-solving.
- Travel flexibility — able to travel 50%+ as needed across US accounts/reps.
Skills
- Presentation skills
- Negotiation skills
- Sales strategy
- Territory planning
- Relationship development
- Opportunity development
- Coaching
- Mentoring
- Forecasting
- Pipeline management
- C-level engagement
- AI tool evaluation
Location
- US
Work Type
- Flexible
- Remote
Experience Level
- 5+ years minimum Enterprise Segment
- Strategic Enterprise strongly preferred
Salary/Compensations
- $157,450 - $259,800
Benefits
- Equity (when applicable)
- Variable/incentive compensation
- On Target Earnings (OTE) incentive compensation structure
- Health plans
- Flexible spending accounts
- 401(k) Plan with company match
- ESPP
- Matching donations
- Flexible time away plan
- Family leave programs
About the Company
- 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.
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.
- All qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.