Sr. Manager, Mid-Market Sales - job 1 of 3

The Sr. Manager of Mid-Market Sales at ServiceNow is responsible for leading a team of Mid-Market Account Executives. Key responsibilities include managing new hire onboarding, coaching team members on productivity and call quality, ensuring quota achievement, developing marketing strategies, and preparing performance reports. This role also requires maintenance of CRM systems and evaluation of team performance to align with sales goals.

To qualify for the Sr. Manager of Mid-Market Sales position at ServiceNow, candidates should possess a minimum of 5 years of individual contributor sales experience, specifically within SaaS or PaaS environments. Additionally, candidates should have at least 2 years of experience in a leadership capacity and a strong understanding of cloud computing and software subscription models.

ServiceNow supports the development of its Mid-Market Sales team through comprehensive onboarding processes, ongoing coaching, and leadership guidance. The Sr. Manager actively engages with the team to enhance effectiveness, address performance metrics, and align activities with marketing and sales initiatives, ensuring that team members have the resources they need to succeed.

The work culture at ServiceNow for the Sr. Manager of Mid-Market Sales is inclusive and flexible. The company emphasizes trust and collaboration, promoting a balanced environment that accommodates various work personas. Team members are encouraged to innovate and think creatively while having the support and resources necessary to achieve their professional goals.

ServiceNow is committed to diversity and inclusion in its hiring processes for the Sr. Manager of Mid-Market Sales role. The company welcomes candidates from various backgrounds and unique experiences, promoting an inclusive atmosphere that values diverse perspectives. ServiceNow encourages all qualified applicants to apply, regardless of their educational or career pathways.

When asked about your leadership style in a Sr. Manager of Mid-Market Sales role, describe how you promote collaboration, transparency, and accountability. Provide examples of how you have successfully guided teams toward achieving their goals, focusing on how you adapt your style to meet the needs of your team members.

In responding to how you develop effective sales strategies, emphasize your ability to analyze market trends and competitor behaviors. Discuss any specific methodologies you use to gather insights and how you involve team members in strategizing to boost performance and capture opportunities.

When discussing the role of AI in your sales management, highlight your knowledge of how AI tools can enhance efficiency, improve customer insights, and automate routine tasks. Provide examples of how you've implemented AI solutions in past roles to drive sales effectiveness and decision-making.

When tackling a question about handling underperformance, share a structured approach you took, such as conducting performance appraisals, engaging in one-on-one coaching, and implementing improvement plans. Detail the positive outcome and what you learned from the experience.

For this question, explain the importance of understanding organizational goals and how you communicate them to your team. Discuss specific methods you use to align your team's activities with those objectives, ensuring everyone is working towards common goals.

When asked about metrics for evaluating sales performance, specify key performance indicators (KPIs) such as quota achievement, customer acquisition costs, and conversion rates. Discuss how you use these metrics to guide decision-making and coaching within your team.

In discussing your experience with CRM systems, emphasize how you have utilized them to manage team performance and customer relationships. Provide examples of how you've ensured accurate data entry and reporting while leveraging CRM analytics to inform your sales strategies.

For effective team onboarding, highlight strategies such as structured training schedules, mentorship programs, and ongoing feedback loops. Share any unique approaches you have developed that have increased retention and productivity for new hires.

When discussing maintaining motivation and engagement, provide examples of recognition programs, team-building activities, and how you foster a positive work environment. Emphasize how understanding individual motivators influences your approach.

When asked why you want to work at ServiceNow, convey your admiration for the company's innovative approach and commitment to improving workplace efficiency. Highlight how the role aligns with your career aspirations and values, emphasizing a desire to contribute to a purpose-driven organization.