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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, outbound rigor, territory and account management, deal management and qualification, executive presence, time and calendar management, CRM accuracy and forecast hygiene, 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 that names specific behaviors to change.
Partner with your manager to design programs that address business needs, such as segment ramp paths, focused 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 to the global library, including playbooks, call frameworks, role play scenarios, and certification rubrics.
Pilot, measure, and retire coaching initiatives based on their impact on the number.
Help design and deliver org-wide training events, including sales kickoff, bootcamps, mid-year kickoffs, product launch enablement, and field readiness days.
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 30 and 60 days later.
Build and maintain documentation for coaching visibility and auditability, including rep scorecards, skill matrices, certification records, development plans, and progress over time.
Report coaching impact to sales and enablement leadership, tied to business results.
Maintain records for consistency, allowing another coach to understand a rep's status.
Own the coaching aspect 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, joint account mapping, tooling and process conversion, and cultural onboarding.
Track ramp milestones by cohort and flag at-risk ramps for early intervention.
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 and timelines.
Re-test and close the loop after remediation for readiness gaps.

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 understanding of how coaching differs between them.
A track record of coaching adults to behavior change, with specific examples of sellers or teams improving on a measurable metric due to your work.
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 differentiate between data and deal problems by inspecting a pipeline.
Comfort with the enablement stack, including CRM, conversation intelligence, sales content management, and learning management systems.
Credibility with senior sellers and frontline managers, possessing influence rather than 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 Discipline
Enablement Stack Proficiency
Facilitation
Written Communication
Adult Learning
Behavior Change Coaching
Enterprise Sales Motion
Commercial Sales Motion
Product Marketing Partnership
Sales Enablement Program Design
Training Event Support
Documentation and Reporting
New Hire Onboarding
Acquisition Integration

Location

AMS - North America and Canada

Work Type

Flexible
Remote

Experience Level

Seven or more years

Salary/Compensations

$135,800 - $195,000

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.
They are building an AI-native culture where technology and talent are unstoppable together.
The company was founded by engineer Fred Luddy with the inspiration to free people from busywork through automation.

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.