Director, CRM Sales - HCLS

ServiceNow; United States; Remote; USD 168,000 - 250,000; Full time

Benefits offered by this job

Health plans

401(k) match

ESPP

Matching donations

Flexible time away

Family leave

Job summary

ServiceNow is seeking a strategic Regional Sales Leader in the United States to build and lead a direct CRM Sales Executive team. The role focuses on rapid new business growth in Healthcare Life Sciences, territory planning, and executive-level engagement to understand customer needs and drive revenue.

You will recruit, coach, and mentor the sales team while partnering with Sales Ops, Solution Consulting, and Services to align go-to-market strategies and close opportunities.

Qualifications

• Extensive track record of new business sales success and C-level negotiations.
• Strong leadership and coaching experience managing high-performing sales teams.
• Experience building territory plans, quotas, and forecasting for regional sales.
• Ability to develop relationships with executives and cross-functional partners.

Responsibilities

• Build and lead a team of direct CRM Sales Executives to drive new business growth in the region.
• Collaborate on regional GTM strategy with Sales Ops and understand competitive landscape.
• Engage in territory planning, relationship building, and opportunity development to drive revenue.
• Recruit, coach and mentor team members for performance excellence.
• Develop territories and quotas, communicating expectations clearly to the team.
• Own accurate CRM forecasts and pipeline reporting to the business.
• Aim to achieve annual sales goals quarterly and annually.
• Engage with C-level clients to understand business needs and drive alignment with Solutions Consulting and Services.

Skills

New business sales

C-level negotiation

Team leadership

Territory planning

Relationship development

CRM forecasting

AI in workflows

Tools

CRM software

Job description

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 . 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.

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