Director, State and Local Government Sales - ServiceNow

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

Job Description

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

Qualifications

To be successful in this role you have:

• 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

Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate!

Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

For positions in this location, we offer a base pay of $160,750-$265,250, 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.