Director, Sales - Strategic Tech

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
This is a high-stakes, high-impact Sales Leadership role managing a team of Sr. Enterprise Account Executives and/or Client Directors selling into Strategic Technology customers, some of the world's largest cloud providers, software platforms, and technology leaders.
What You'll Do:

• Lead and develop a team of 5-8 Sr. EAEs and/or Client Directors
• Drive team performance to exceed annual revenue targets through strategic account planning, executive engagement, and disciplined pipeline management
• Recruit and retain top talent; champion high performers and topgrade decisively
• Foster a culture of collaboration, accountability, and excellence
• Partner with Client Directors and Sr. EAEs to develop and execute account strategies for large, complex selling environments where ServiceNow may simultaneously sell to, partner with, and compete with the same customer
• Engage and align effectively in C-level meetings to understand customer business requirements and build strategic relationships
• Manage accurate forecasting and pipeline reporting through disciplined CRM hygiene and opportunity inspection
• Build and drive sales strategy for the territory in conjunction with Sales Operations, including understanding the competitive landscape and market dynamics
• Build excellent working relationships across Solution Consulting, Solution Sales organizations, Business Units, Professional Services, Marketing, Partner community, and ServiceNow executive team

Qualifications
To be successful in this role you have:

• Current location in major metro of US WEST, strong preference on BAY AREA
• 5+ years managing Enterprise or Strategic AE teams (within Enterprise Software) with consistent quota achievement
• 10+ years of enterprise software sales experience andconsistent quota achievement
• Deep expertise in the Strat Tech industry with demonstrated success selling software into hyperscalers, cloud platforms, enterprise software companies
• Willingness to travel as needed (30-50%)
• Proven track record selling platform solutions into Fortune 500 accounts
• Strong executive presence with ability to engage CxOs and navigate complex enterprise buying processes
• Experience managing large quotas, large deal sizes, and senior sales talent
• Active engagement with AI-powered tools to enhance productivity, decision-making, and customer engagement
• Track record building or leading teams in high-growth environments
• 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
• 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

JV20
For positions in this location (Bay Area OR Seattle), we offer a base pay of $170,850 - $254,150, 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 and their assigned work location. Learn more here . To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.
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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