Director, CRM Sales – State & Local Government (West)

ServiceNow; Sacramento (CA); Hybrid; USD 154,000 - 254,000; Full time

Benefits offered by this job

Health plans

401(k) plan with company match

ESPP

Matching donations

Flexible time away plan

Family leave programs

Job summary

ServiceNow is seeking a Director, CRM Sales for State & Local Government (West) to lead a team of 5–8 CRM Account Executives across the Western U.S. You will drive new business, expansion, and a regional go-to-market strategy with robust executive engagement, forecasting, and cross-functional collaboration.

You will work in a flexible/remote setup, with travel up to 50%, and deep exposure to state and local procurement and public sector cycles.

Qualifications

• 5+ years minimum in a dedicated peoplemanagement role leading enterprise software AEs.
• 10+ years of software or solutions sales experience with a track record of quota attainment.
• Domain experience selling CRM, CX, Service, CCaaS, FSM or equivalent front-office apps.
• State & Local Government public sector sales experience and procurement familiarity.
• Strong AI fluency and ability to integrate AI into workflows.

Responsibilities

• Lead, coach, and develop a team of 5-8 CRM Account Executives focused on new business growth across SLG West.
• Recruit and retain top talent, promote high performers, and top-grade appropriately.
• Deliver accurate forecasts and pipeline inspection, and achieve quarterly and annual sales targets.
• Partner with teams on account and territory planning and executive relationship development.
• Build cross-functional partnerships with Solution Consulting, Sales BUs, Marketing, and partners.
• Grow existing customers through Customer Business Reviews and adoption focus.

Skills

People management

Enterprise software sales

Public sector CRM

State & Local Government sales

AI fluency

C-level relationships

Forecasting & CRM

Job description

Director, CRM Sales – State & Local Government (West)

• Full-time
• Employee Type: Regular
• Region: AMS - North America and Canada
• Work Persona: Flexible or Remote

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, 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. And we're just getting started.

Join us to put AI to work for people.

What you get to do in this role:

As Director, CRM Sales for State & Local Government (SLG) West, you will lead a team of Prime CRM Account Executives driving new business and expansion across public sector customers across the Western US.

• Lead, coach, and develop a team of 5-8 CRM Account Executives focused on new business growth across SLG West
• Recruit and retain top talent, promote high performers, and top-grade appropriately
• Deliver accurate forecasts and pipeline inspection, and achieve quarterly and annual sales targets
• Proactivelycontribute toopportunity andrevenue by assisting Field Sales Teams in closing
• Build and execute the regional CRM go-to-market strategy with Sales Operations, including competitive positioning and market presence
• Actively engage in territory design,quota setting,and setting clear performance expectations
• Partner with your team on account and territory planning, executive relationship development, and pursuit of transformational CRM opportunities
• Engage and align effectively in C-level meetings and withagency leaders to understand constituent service, contact center, field operations,citizen experience and other key businesspriorities
• Build effective cross functionalpartnerships with Solution Consulting, other Sales BUs, Professional Services, Marketing,our Partner community and the ServiceNow executive team
• Grow existing customers through Customer Business Reviews, adoption focus, and regular non-sales engagement

Location

Candidates must be based in a major West Coast or Western US metro with a reasonable drive to major airport. Sacramento or State of California strongly preferred.

To be successful in this role you have:

• 5+ years minimum in a dedicated peoplemanagement role leading enterprise software AEs
• 10+ years of software or solutions sales experience, with a track record of high quota attainment and new business success
• Relevant domain experience selling CRM, CX, Service, CCaaS, FSM, or other transferable front office applications
• State & Local Government (public sector) sales experience, including navigating public procurement, contracting vehicles, and agency buying cycles
• Strongly preferred: experience working closely with the State of California and its agencies
• AI Fluency:Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving, including AI-powered tools, workflow automation, AI-driven insights, or AI’s potential impact on the function or industry
• Proven ability to build long-term, senior and C-level relationships and negotiate complex deals
• Strong strategic, analytical, and financial planning skills, with ownership of accurate forecasting and opportunity inspection in CRM systems
• Proven partner relationships and the ability to grow revenue through the partner ecosystem
• Experience building self-motivated, collaborative teams with a “win as a team” culture
• Willingness to travel up to 50%

JV20

For positions in this location, we offer a base pay of $153,750 - $253,700, 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.

• 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.

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, religion, sex, sexual orientation, national origin, age, disability, gender identity, 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.