The Challenge
ServiceNow is the market leader in AI-enhanced cloud platforms serving 85% of the Fortune 500. You'll build and scale a high-performing CRM sales team driving new business growth across the Enterprise Technology vertical nationally.
Your Mission
Recruit and onboard 3-5 top-performing CRM Sales Executives and establish team baseline metrics
Develop regional sales strategy and competitive positioning for Enterprise Tech vertical with Sales Operations
Build territory plans with clear quotas, revenue targets, and performance expectations for each rep
Establish cadence of C-level customer engagement and relationship mapping across top accounts
Hit 80%+ of regional new business revenue target through team execution and personal deal support
Implement AI-leveraging sales methodology across team-tools, workflows, insights automation
Grow existing customer base with strategic account reviews and expansion opportunities identified
Develop and mentor 2-3 high-potential reps for advancement; demonstrate strong retention metrics
KPIs You'll Own
New Business Revenue
Quarterly and annual sales target attainment for new enterprise logos and net new ARR.
Pipeline Coverage
Forecast accuracy and pipeline-to-quota ratio ensuring predictable revenue delivery.
Win Rate
Percentage of qualified opportunities closed in the Enterprise Tech vertical.
Team Retention
Sales rep retention rate and performance distribution across the managed team.
Customer Satisfaction
NPS or renewal rate for managed accounts, indicating post-sale health and expansion potential.
Tools & Stack
Your Team
Your Manager
VP of Sales or Regional Sales Lead
Current Team
Team of CRM Sales Executives (size TBD, reporting to you)
Build-out role-recruiting direct CRM Sales Executives
The Package
Salary
$200K-$280K base
Variable
Performance-based bonus (likely 30-50% of base)
Equity
Equity package typical for ServiceNow directors
Remote
On-site, Santa Clara, CA-no remote flexibility
Benefits & Perks
Company Intelligence
ServiceNow is a global leader in cloud-based workflow and AI-enhanced platform solutions, serving 8,100+ customers including 85% of Fortune 500 companies. Founded in 2004, the company connects people, systems, and processes to transform how organizations work. ServiceNow is driving the next wave of enterprise software through intelligent automation and AI integration.
Founded
2004
Funding
Public (NYSE: NOW)
Customers
8,100+ customers, 85% of Fortune 500
Culture
Purpose-driven, innovation-focused, AI-first mindset
Is This Role For You?
- You've closed $5M+ ARR in enterprise software and understand complex, long-sales-cycle deals
- You've successfully built and scaled a sales team from 0-10+ reps with measurable success metrics
- You thrive in a competitive, metrics-driven environment and can articulate strategy to C-suite stakeholders
- You're genuinely curious about AI and can translate AI capabilities into business value for prospects
- You're based in or willing to relocate to Santa Clara, CA (on-site requirement is non-negotiable)
- You need remote flexibility-this is 100% on-site in Santa Clara
- You're not excited about enterprise SaaS or have primarily SMB/mid-market sales experience
- You lack hands-on team leadership experience or have never managed a sales organization directly
Interview Process
Recruiter Screen
Background, sales track record, team leadership experience, and relocation willingness.
Hiring Manager (VP Sales) Interview
Deep-dive on sales strategy, team-building philosophy, competitive positioning, and Enterprise Tech vertical knowledge.
Cross-functional Panel
Conversation with Sales Operations, Solution Consulting, and potentially a peer Director or SVP to assess collaboration and cultural fit.
Executive Conversation
Final round with senior sales leadership or C-suite to discuss vision, market strategy, and long-term growth plans.
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