Lead Client Director (sales) - Transportation & Logistics - Remote Eligible

Lead Client Director (Sales) - Transportation & Logistics

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 will do:

We are seeking a strategic and highly experienced Lead Client Director to own and nurture C-suite relationships across multiple business lines, serving as the single point of accountability for enterprise-wide, multi-year transformation initiatives. The ideal candidate will apply deep industry expertise to understand complex customer business challenges and drive comprehensive account strategies that deliver sustained growth and value.

Key Responsibilities:

• Own and manage executive-level relationships, acting as the primary liaison between the client and all business units.
• Lead the development and execution of long-term, multi-year transformation agendas aligned with client priorities.
• Apply industry knowledge to identify and address customer challenges, guiding strategic account planning.
• Drive topline growth through compelling, value-based storytelling focused on multi-year Customer Account Contract Value (CACV) expansion.
• Develop and oversee account strategy and growth roadmaps for large, complex enterprise clients.
• Lead and coordinate a cross-functional team comprising Account Executives (AE), Solution Consultants (SC), Product, and Customer Experience Groups (CEG).
• Link customer outcomes directly to business and financial impact to demonstrate value realization.
• Leverage a consulting mindset to advise clients on transformational opportunities and measurable business results.

Qualifications

To be successful in this role, we need someone who has:

Experience selling into and managing a successful relationship with the UPS

• 10+ years' experience managing a team of field-based sales or solution sales representatives in a matrixed sales environment in the enterprise software space to enterprise customers

• Proven experience managing executive-level client relationships in complex enterprise environments.

• Strong background in consulting or strategic advisory roles.

• Deep industry industry-specific experience in verticals such as TMT, Banking, Retail, Transportation, Energy, and/or Health Insurance.

• Ability to translate customer challenges into actionable strategies.

• Excellent leadership and cross-functional team coordination skills.

• A strong track record of driving significant business growth through value-based engagement.

FD21