Job details

Sales Director - Federal Customer Workflows - job 2 of 4

Get a free resume review

Company Description

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:

Manager and build a team of direct CRM Solutions Sales Executives to drive rapid new business sales growth in the Federal Sector.
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:

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.
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!

For positions in this location, we offer a base pay of $167,900 - $207,050, 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. 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.

ServiceNow Glassdoor Company Review

4.5

ServiceNow DE&I Review

4.6

CEO of ServiceNow

Bill McDermott

Approve of CEO

Average salary estimate

$187475 / YEARLY (est.)

min

max

$167900K

$207050K

If an employer mentions a salary or salary range on their job, we display it as an "Employer Estimate". If a job has no salary data, Rise displays an estimate if available.

What You Should Know About Sales Director - Federal Customer Workflows , ServiceNow

Join ServiceNow as a Sales Director for Federal Customer Workflows at our Fairfax Square III office in Vienna, Virginia! In this vibrant and dynamic role, you will build and manage a high-performing team of CRM Solutions Sales Executives, focusing on driving rapid new business sales growth within the Federal Sector. Your strategic mind will shine as you develop and execute effective sales strategies alongside Sales Operations, helping to navigate the competitive landscape while fostering relationships that lead to increased revenue. You'll engage proactively in territory planning and mentoring, ensuring your team hits and exceeds their sales goals. Collaboration is key in this position as you'll work closely with various departments to deliver exceptional customer experiences, while also retaining and growing our existing customer base. A successful candidate will bring a wealth of experience in leveraging AI for workflow improvements, along with a proven track record of securing new business at the C-level. This is more than just a sales role; it’s a chance to influence and drive innovation for organizations across the nation. With a comprehensive compensation package that includes a competitive salary and benefits, ServiceNow welcomes diverse backgrounds and experiences. If you’re ready to make a difference and help us redefine the future of work, apply now to become part of our journey!

Frequently Asked Questions (FAQs) for Sales Director - Federal Customer Workflows Role at ServiceNow

What are the primary responsibilities of a Sales Director for Federal Customer Workflows at ServiceNow?

The Sales Director for Federal Customer Workflows at ServiceNow is responsible for managing a team of CRM Solutions Sales Executives, developing sales strategies tailored to the Federal Sector, engaging in territory planning, and ensuring the team achieves their sales goals. This role also includes fostering relationships both internally and externally to drive revenue and enhance customer engagement.