Sales Director - Higher Education

ServiceNow, Inc.; Vienna (VA); Hybrid; USD 171,000 - 220,000; Full time

Benefits offered by this job

Health plans

Flexible spending accounts

401(k) with company match

ESPP

Matching donations

Flexible time away plan

Family leave programs

Job summary

ServiceNow, Inc. is seeking a leader to build and scale a regional sales organization in the Virginia area. You will recruit, coach, and guide a team of Sales Executives to drive rapid new business growth, while shaping territory strategy and quotas in collaboration with Sales Operations.

You will own accurate forecasts and develop strong C-level relationships, working with partners and internal teams to retain and expand the existing customer base in a dynamic market.

Qualifications

• Experience integrating AI into work processes or decision-making.
• Extensive track record of new business sales success including C-level negotiations.
• Strong track record in recruiting, coaching and managing sales teams.
• Strategic thinking with analytical and financial planning skills to meet quotas.
• Ownership of accurate CRM reports and quarterly forecasts.
• Experience driving sales processes and working with Sales Operations.
• Ability to understand business drivers around IT and adapt to growth.
• Ability to build long-term strategic relationships at senior levels.
• Ability to adapt in a rapidly changing environment.
• Demonstrates strong business and financial acumen.
• History of building self-motivated, high-performing sales teams.
• Proven partner networks to grow revenue streams and territory development.
• Ownership of pipeline generation activities through marketing or partner programs.

Responsibilities

• Build a team of direct Sales Executives to drive rapid new business sales growth in the region.
• Develop sales strategy for the region with Sales Operations for effective Go-To-Market.
• Engage in territory planning and opportunity development to drive revenue.
• Recruit, coach and mentor team members to drive excellence.
• Develop territories and quotas and communicate expectations within the team.
• Manage and report forecast 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, Partners and executive team.
• Retain and grow existing customer base with regular non-sales engagement to deliver an excellent customer experience.

Skills

AI integration

New business sales

Team leadership

Strategic thinking

CRM forecasting

Sales process

IT business acumen

Territory development

Tools

CRM software

Salesforce

LinkedIn Sales Navigator

Job 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.

What you get to do in this role:

• Build a team of direct 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:

• 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

For positions in this location, we offer a base pay of $170,850 - $219,900 , 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://careers.servicenow.com/life-at-servicenow#workpersonas) . 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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