Director, CRM Sales - HCLS

ServiceNow, Inc.; Austin (TX); On-site; USD 168,000 - 250,000; Full time

Benefits offered by this job

Health plans

401(k) with company match

ESPP

Matching donations

Flexible time away

Family leave

Job summary

ServiceNow, Inc. in the United States seeks a senior leader to build a direct CRM Sales Executives team and drive rapid new business growth in the region.

You will shape territory strategy, collaborate with Sales Operations, and manage forecast and pipeline to meet quarterly and annual targets. The role requires enterprise healthcare life sciences expertise, strong C-level engagement, and the ability to recruit, coach, and retain top performers while aligning with partners and solution

Qualifications

• Enterprise Healthcare Life Sciences experience.
• Location: Bay Area or within driving distance to a ServiceNow office.
• Willingness to travel across the US.
• Experience with AI in work processes or decision-making is a plus.

Responsibilities

• Build a team of direct CRM Sales Executives to drive rapid new business sales growth in the region.
• Develop and drive regional sales strategy with Sales Operations for effective Go-To-Market.
• Engage in territory planning, relationship development and opportunity development to drive revenue.
• Recruit, coach and mentor team members to drive excellence.
• Develop territories and quotas and communicate expectations to the team.
• Manage and report accurate forecast and pipeline to the business.
• Achieve annual sales goals on a quarterly and annual basis.
• Engage with C-level executives to understand customer business requirements.
• Collaborate with Solution Consulting, Business Units, Professional Services, Marketing and Partners.
• Retain and grow existing customers with non-sales engagement to deliver excellent experience.

Skills

Sales leadership

Territory planning

C-level engagement

Forecasting

Relationship building

Negotiation

Tools

CRM systems

Job description

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.

Segment: Enterprise

Vertical: Healthcare Life Sciences

What you get to do in this role:

• Build a team of direct CRM Sales Executives to drive rapid new business sales growth in the region

• Build and drive sales strategy for the region in conjunction with Sales Operations to effectively Go-To-Market including understanding the competitive landscape, presence and strength within the region

• Actively engage in territory planning, relationship development and opportunity development and driving revenue by supporting and assisting Field Sales Teams in closing opportunities

• Recruit, coach and mentor team members to drive excellence

• Development of territories and quota for the sales team and effectively communicate 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 is required

• Engage and align effectively in C-level meetings in order to properly understand customer business requirements

• Build effective working relationships with Solution Consulting, Business Units, Professional Services, Marketing, our Partner community and the ServiceNow executive team

• Retain and grow existing customer base with regular non-sales customer engagement activities to deliver an excellent customer experience

To be successful in this role you have:

• Current location in Major US Metro, within driving distance to ServiceNow Office strongly preferred

• Demonstrated success in and industry knowledge: Enterprise Healthcare Life Sciences (HCLS)

• Flexibility to travel as needed - team and accounts across the US

• 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.

• Extensive track record of new business sales success including presentation and negotiation skills within industry and at C Level

• Strong success in recruiting, coaching and managing an exceptional sales team

• Strong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals.

• Ownership of accurate CRM reports including current and future quarterly forecasts and opportunity inspection

• Experienced in driving sales process and drive effective working relationships with Sales Operations

• Ability to understand the 'bigger picture' and business drivers around IT

• Ability to build long term strategic and senior level relationships

• Ability to adapt and work effectively within a rapidly changing and growing environment

• Demonstrates strong business and financial acumen

• Built self-motivated sales teams that embrace a culture of collaboration, enthusiasm, and overachievement

• Champions and promotes top performers, constantly develops and coaches the team and themselves, and topgrades appropriately

• Proven partner relationships and networks, and ability to grow the impact of revenue streams and territory development through the partner ecosystem

• Ownership of driving successful pipeline generation activities developed by marketing or the partner community

JV20

For positions in Bay Area location, we offer a base pay of $167,900 - $249,775, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

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 and their assigned work location. Learn more here (https://www.servicenow.com/content/dam/servicenow-assets/public/en-us/doc-type/other-document/careers/new-world-of-work-personas.pdf) . To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

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 [e-mail] 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.

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