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About the Role

As a Sales Coach, you will work one on one with sellers to lift pipeline generation, deal quality, and forecast accuracy. This is a hands-on field coaching role. You will spend most of your week with sellers and in live deal work, and the rest building the programs that scale what works. You report to the manager of the department and partner closely with frontline sales managers, enablement, product marketing, and the teams integrating newly acquired sellers.

Responsibilities

Coach sellers one on one, running a recurring one-on-one coaching cadence with each assigned seller against a written individual development plan.
Coach the full seller motion, including prospecting, territory and account management, deal management, executive presence, time management, CRM accuracy, and personal change management.
Facilitate role plays and certification checkpoints across discovery, executive conversations, pricing, objection handling, and competitive positioning.
Observe live customer calls and provide same-day feedback on specific behaviors to change.
Partner with your manager to design programs such as segment ramp paths, skill sprints, manager coaching enablement, and remediation tracks.
Build segment-appropriate coaching variants for Enterprise and Commercial sales motions.
Design coaching that scales across a large Commercial population while maintaining personal quality.
Contribute reusable assets like playbooks, call frameworks, role play scenarios, and certification rubrics to the global library.
Pilot, measure, and retire coaching programs based on their impact on the number.
Help design and deliver org-wide training events such as sales kickoff, bootcamps, and product launch enablement.
Own assigned training tracks end to end, including content, facilitators, breakout design, certification, and reinforcement plans.
Build follow-through mechanisms to ensure event content translates into seller behavior.
Build and maintain documentation for coaching visibility and auditability, including rep scorecards, skill matrices, certification records, and development plans.
Report coaching impact to sales and enablement leadership, tied to business results.
Maintain records for seamless handover between coaches.
Own the coaching side of ramp for new hires, internal transfers, and acquired sellers, aiming to reduce time to productivity.
Build and run acquisition-specific enablement, including cross-portfolio positioning and cultural onboarding.
Track ramp milestones by cohort and flag at-risk ramps.
Provide hiring managers with clear insights into new seller progress and needs.
Assess seller readiness for new products, releases, and acquisitions through certification, call review, and pipeline evidence.
Report readiness gaps to product, marketing, and enablement partners with recommended fixes.
Re-test after remediation and close the loop on readiness.

Requirements

Seven or more years in enterprise or commercial software sales, sales management, or sales coaching and enablement.
Direct experience with both a large-deal Enterprise motion and a higher-velocity Commercial or mid-market motion, with a clear point of view on coaching differences.
A track record of coaching adults to behavior change, with measurable improvements in seller metrics.
Fluency in at least one recognized sales methodology (e.g., MEDDICC, Challenger, Strategic Selling, Command of the Message) and the ability to coach to it.
Strong CRM discipline, with the ability to distinguish data problems from deal problems.
Comfort with the enablement stack, including CRM, conversation intelligence, sales content management, and learning management systems.
Credibility with senior sellers and frontline managers, influencing without authority.
Excellent facilitation and written communication skills.
Judgment to know when to teach and when to ask.
Prior quota-carrying experience at both Enterprise and Commercial (Nice to Have).
Experience coaching across a multi-product or platform portfolio (Nice to Have).
Formal coaching certification, such as ICF or equivalent (Nice to Have).
Experience integrating an acquired sales team (Nice to Have).

Skills

Sales Coaching
Pipeline Generation
Deal Quality Improvement
Forecast Accuracy
Sales Methodology Coaching
CRM Management
Enablement Technology
Facilitation
Written Communication
Adult Learning
Behavior Change Coaching
Enterprise Sales Motion
Commercial Sales Motion
Product Marketing Partnership
Sales Management

Location

AMS - North America and Canada

Work Type

Flexible
Remote

Experience Level

Seven or more years

Salary/Compensations

$126,800 - $165,900

Benefits

Equity (when applicable)
Variable/incentive compensation
On Target Earnings (OTE) incentive compensation structure for sales positions
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, bringing together AI, data, and workflows to help businesses work smarter, faster, and better.
Building an AI-native culture where technology and talent are unstoppable together.
The company was founded by engineer Fred Luddy, inspired by automating tedious tasks to free people for meaningful work.

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.
ServiceNow may require export control approval from government authorities for certain individuals for positions requiring access to controlled technology.