Manager, Industry Solutions

ServiceNow; San Diego (CA); On-site; USD 122,430 - 172,020; 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 in San Diego seeks an experienced SaaS sales leader to shape GTM strategy, build scalable sales motions, and lead a high-performing team. You will recruit, coach, and align with Marketing, Product, and Customer Success to drive pipeline and revenue.

You will partner with executives to ensure GTM plans reflect product roadmap while maintaining a strong focus on outcomes and customer value.

Qualifications

• 5+ years in SaaS/enterprise software sales including leadership experience.
• Proven track record of building and scaling high-performing sales teams.
• Deep expertise in digital sales motions, inside sales, and sales automation platforms.

Responsibilities

• GTM Strategy & Execution: Provide feedback on GTM strategy, including market segmentation, messaging, pricing positioning, and sales playbooks
• Sales Motion Design: Build scalable, repeatable sales processes aligned to customer buying journeys
• Team Leadership: Recruit, onboard, and lead a high-performing sales team, establishing performance metrics and coaching frameworks
• Demand Generation Alignment: Partner with Marketing to design integrated digital and account-based marketing campaigns that feed the sales pipeline
• Sales Enablement: Create and maintain comprehensive sales collateral, training programs, and knowledge repositories; ensure team proficiency in value proposition and differentiation
• Pipeline Management: Establish and forecast pipeline targets; monitor conversion metrics and continuously optimize sales processes
• Competitive & Customer Intelligence: Maintain market intelligence on competitive landscape and customer needs; iterate GTM based on win/loss analysis
• Cross-functional Collaboration: Work closely with Product, Customer Success, and Executive Leadership to ensure GTM alignment with product roadmap and corporate strategy

Skills

SaaS/enterprise sales

Leadership experience

Sales automation platforms

ServiceNow ecosystem

Strategic thinking

Communication skills

Tools

Sales automation platforms

Job description

Company Description

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.

Job Description

• GTM Strategy & Execution: Provide feedback on GTM strategy, including market segmentation, messaging, pricing positioning, and sales playbooks
• Sales Motion Design: Build scalable, repeatable sales processes aligned to customer buying journeys
• Team Leadership: Recruit, onboard, and lead a high-performing sales team, establishing performance metrics and coaching frameworks
• Demand Generation Alignment: Partner with Marketing to design integrated digital and account-based marketing campaigns that feed the sales pipeline
• Sales Enablement: Create and maintain comprehensive sales collateral, training programs, and knowledge repositories; ensure team proficiency invalue proposition and differentiation
• Pipeline Management: Establish and forecast pipeline targets; monitor conversion metrics and continuously optimize sales processes
• Competitive & Customer Intelligence: Maintain market intelligence on competitive landscape and customer needs; iterate GTM based on win/loss analysis
• Cross-functional Collaboration: Work closely with Product, Customer Success, and Executive Leadership to ensure GTM alignment with product roadmap and corporate strategy

Qualifications

• 5+ years in SaaS/enterprise software sales including leadership experience
• Proven track record of building and scaling high-performing sales teams
• Deep expertise in digital sales motions, inside sales, and sales automation platforms
• Experience with ServiceNow ecosystem (product knowledge, customer base, competitive context) strongly preferred
• Strategic thinking paired with operational excellence—ability to design and execute simultaneously
• Excellent communication skills for diverse audiences (executives, sales teams, marketing, partners)

Compensation & Benefits

• Base pay of $122,430 - $172,020, plus equity (when applicable), variable/incentive compensation and benefits.
• Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure.
• 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, 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.