Director, Enterprise Sales Associates

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:

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

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.
• 5+ years of experience as a successful individual contributor in sales or marketing or business owner
• 3+ years experience leading a team in enterprise software sales or equivalent
• Experience leading successful sales organizations in the B2B and SaaS market
• Experience overachieving on goals
• A high degree of expertise in sales tools including: Data sources, CRM, marketing automation, and email/phone engagement
• Proficiency in sales and selling methodologies: variety of outbound prospecting practices and lead qualification

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.

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 [email protected] 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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