Director, Sales Operations – Quote - to - cash Excellence

Director, Sales Operations – Quote-to-Cash Excellence

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

About the Role

We are looking for a seasoned Director of Sales Operations to lead and inspire a global team of 25 professionals, with a strong focus on driving improvements across the Quote-to-Cash (Q2C) Deal Operations function. This role is critical in ensuring operational excellence, enabling scalable growth, and delivering a seamless sales experience. The successful candidate will combine strategic vision with operational rigor, bringing deep expertise in quoting and deal processes, and a proven track record of leading teams to success.

What You'll Do

• Lead, mentor, and develop a diverse team of 25, fostering a culture of accountability, collaboration, and high performance.
• Own and continuously optimize the Quote-to-Cash deal operations process, including quoting, pricing governance, deal structuring, order management, and revenue alignment with partnership with Sales, Dealdesk, Finance, and Legal.
• Partner closely with Sales, Dealdesk, Finance, Legal, and IT to streamline processes, improve accuracy, and reduce cycle times across the sales journey.
• Drive innovation and efficiency through automation, process redesign, and technology enablement (e.g., Dynamics, quoting tools).
• Define and track key performance indicators to measure process health, compliance, and sales productivity.
• Support new go-to-market strategies and product launches by ensuring operational readiness and scalability.
• Provide actionable insights and business intelligence to senior leadership, influencing strategy and execution.
• Serve as a trusted advisor to Sales leadership, balancing operational rigor with agility to meet business needs.

Qualifications

To be successful in this role you have:

• 15+ years of experience in Sales Operations, Revenue Operations, or Business Operations, with at least 5 years in a senior leadership role.
• Proven expertise in Quote-to-Cash, with deep knowledge of quoting, pricing, contracting, and order management.
• Experience leading large, distributed teams (20+), with a demonstrated ability to develop talent and build high-performing organizations.
• Strong understanding of SaaS and subscription business models, with experience supporting enterprise sales motions.
• Track record of driving process transformation, automation, and measurable operational improvements.
• Exceptional communication and stakeholder management skills, with the ability to influence at all levels.
• Advanced proficiency with Dynamics, Quoting platforms, and related sales technologies.

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.

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 globaltalentss@servicenow.com 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.