Director, Sales – Enterprise Retail and Consumer Goods

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.

What you get to do in this role:

Lead a team of Sr. Enterprise Account Executives to drive rapid new business sales growth in the US-West 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:

Current base in the US-West region, Bay Area or Seattle preferred

Ability and willingness to travel up to 50%

Flexibility to collaborate in-person at ServiceNow office, as needed (Bay Area or Seattle)

5 years experience leading Enterprise Account Executive teams within a software sales environment, Strategic Enterprise strongly preferred

Related vertical experience (Retail and Consumer Goods, within the Western US region)

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 the Bay Area or Seattle, we offer a base pay of $160,750 – $245,250, 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 (subject to eligibility requirements). Compensation is based on the geographic location in which the role is located, and is subject to change based on work location.

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!

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. Learn more here (https://www.servicenow.com/content/dam/servicenow-assets/public/en-us/doc-type/other-document/careers/new-world-of-work-personas.pdf) .

Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, 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 talent.acquisition@servicenow.com 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.

From Fortune. ©2024 Fortune Media IP Limited. All rights reserved. Used under license.