Sr Manager, Digital Sales

Servicenow; Vienna (VA); Hybrid; USD 119,000 - 196,000; 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 results-driven Inside Sales Manager to lead a quota-carrying Digital Enterprise Sales Associate team. You will coach, mentor and collaborate with cross-functional teams to drive pipeline, coaching sessions, and regular performance reviews.

The role prioritizes strong leadership, strategic coaching, and a proven track record in software sales, with a base pay discussed for the Virginia location and comprehensive benefits.

Qualifications

• 2+ years as Inside Sales Manager or 3+ years in sales as an individual contributor, software sales preferred.
• Strong understanding of the sales process from lead to close and account management.
• Experience coaching to improve rep performance and customer experience.
• Ability to manage multiple projects with attention to detail.
• Excellent verbal and written communication; motivational leadership.

Responsibilities

• Motivate, coach, and manage a team of Digital Enterprise Sales Associates (ESAs).
• Collaborate with Enterprise Field Reps/Leaders and conduct regular coaching sessions and pipeline reviews.
• Join calls to co-sell with the team and to close deals.
• Analyze processes to improve outreach and pipeline management.
• Set and track KPIs and sales targets; maintain alignment with leadership.
• Hire, onboard, and train the team for quota attainment and development.
• Meet or exceed monthly, quarterly, and annual sales objectives.

Skills

Inside sales management

Sales experience

Coaching & KPI

Communication skills

Team leadership

Education

BA/BS degree

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

This is a very collaborative and inclusive work environment where individuals strong on aptitude and attitude will have an opportunity to grow their professional careers through working with some of the most advanced technology and talented developers in the business.

ServiceNow is the fastest growing enterprise cloud software company in the world, and we believe it’s the great people we hire who will keep us there. We hire carefully, we hire the best, we celebrate our people. Come join our Sales A-team.

What you get to do in this role:

1. Motivate, coach, and directly manage a team of quota carrying Digital Enterprise Sales Associates (ESAs)
2. Work cross-functionally with the Enterprise Field Reps/Leaders your ESAs support
3. Hold regular call coaching sessions, pipeline reviews, one on ones, and team meetings
4. Join/co-sell with your team on customer and prospect calls to close deals
5. Analyze current process and systems to identify opportunities to improve customer outreach and pipeline management
6. Set and track key sales targets and supporting metrics for your team, both leading and lagging KPIs
7. Maintain alignment and collaboration with the Digital Sales Leadership team
8. Execute new hiring, onboarding and ongoing training to enable team to achieve sales quota and ongoing professional development
9. Meet or exceed Monthly, Quarterly and Annual sales objectives.
10. Build an open-communication environment for your team
11. Ensure your Enterprise Sales Associates are following the sales process in order to win new ACV business
12. Facilitate resources necessary to further sales cycle such as Solution Consultants, Solution Sales, Sales Operations, Marketing etc.
13. Provide timely and accurate information to management such as forecasting, territory plans, business objectives etc.
14. Utilize and leverage internal technology
15. Occasional travel for training and/or meetings may be required.

Qualifications

In order to be successful in this role, we need someone who has:

1. Proven work experience (2 years min) as an Inside Sales Manager, or 3+ years in Sales as an individual contributor - software sales experience preferred
2. Full understanding of the sales process from lead to close to ongoing account management.
3. Worked within a large eco-system and can consistently deliver results.
4. Strength in growing relationships amongst executives, internally and externally
5. Experience call coaching to improve rep performance and customer experience.
6. Comfortable using KPIs to develop coaching plans and sales campaigns.
7. Ability to manage multiple projects and activities while paying attention to detail.
8. Excellent verbal and written communication, as well as interpersonal and team management skills.
9. Positive, motivating, and energetic personality
10. BA/BS degree

For positions in this location, we offer a base pay of $118,860 - $196,140, 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.

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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