Moveworks Sales Director - TMT

ServiceNow; Santa Clara (CA); On-site; USD 170,000 - 254,000; Full time

Benefits offered by this job

Equity

401k

Health benefits

Job summary

ServiceNow seeks a high-impact leader for Moveworks Solution Sales in the Bay Area. You will manage a 5-8 person Enterprise sales team, shape regional GTM strategy, and drive new business with C-level executives across the US.

You will recruit, coach, and mentor top performers while building strong cross-functional partnerships with Consulting, Services, Marketing and Partners. Base pay for this location ranges from $170,000 to $254,150, with equity and variable compensation.

Qualifications

• Location in a US metro, driving distance to a major airport, proximity to a ServiceNow office is preferred.
• Minimum 5+ years in dedicated people management leading enterprise sales teams.
• Experience integrating AI into work processes or using AI-powered tools.
• Proven track record in new business sales including C-level presentation and negotiation.
• Strong recruiting, coaching and managing an exceptional sales team.
• Strategic thinking with analytical and financial planning to meet quotas.

Responsibilities

• Lead a team of 5-8 Moveworks Solution Sales Executives to drive rapid new business sales growth in Enterprise, TMT vertical across the United States.
• Build and drive sales strategy regionally with Sales Operations to enable go-to-market and understand the competitive landscape.
• 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 for the sales team and communicate performance expectations.
• Manage and report accurate forecasts and pipeline to the business.
• Achieve annual sales goals on a quarterly and annual basis.
• Engage in C-level meetings to understand customer business requirements.
• Build relationships with Solution Consulting, Business Units, Professional Services, Marketing, Partner community and the ServiceNow executive team.
• Retain and grow existing customer base with non-sales customer engagement.

Skills

Enterprise sales leadership

C-level engagement

CRM forecasting

Territory planning

Team coaching

AI in business processes

Deal negotiation

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

What you get to do in this role:

• Lead a team of 5-8 MoveworksSolution Sales Executivesto drive rapid new business sales growth inEnterprise, TMT Verticalacross the United States
• 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

Qualifications

To be successful in this role you have:

• Current location in aUS metro, reasonable driving distance from major airport, proximity to a ServiceNow office is strongly preferred
• Minimum 5+ years in dedicated people mgmt role, leading Enterprisesales teams
• 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 this location (Bay Area), we offer a base pay of $170,000 - $254,150, plus equity, 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.

Additional Information

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.

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