Senior Sales Manager Enterprise Digital Sales

Senior Sales Manager Enterprise Digital Sales

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.

This work environment is highly collaborative and inclusive, offering individuals with strong aptitude and attitude the chance to advance their careers by working alongside some of the most cutting-edge technology and talented developers in the industry.

ServiceNow is the fastest-growing enterprise cloud software company in the world, and we believe it's the great people we hire who will keep us there. We hire carefully, we hire the best, we celebrate our people.

What you get to do in this role:

• 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.
• Motivate, coach, and directly manage a team of quota-carrying Enterprise Sales Associates (ESAs)
• Work cross-functionally with the Enterprise Field Reps/Leaders, your ESAs support
• Hold regular call coaching sessions, pipeline reviews, one-on-ones, and team meetings
• Join/co-sell with your team on customer and prospect calls to close deals
• Analyze current processes and systems to identify opportunities to improve customer outreach and pipeline management
• Set and track key sales targets and supporting metrics for your team, both leading and lagging KPIs
• Maintain alignment and collaboration with the Digital Sales Leadership team
• Execute new hiring, onboarding, and ongoing training to enable the team to achieve sales quota and ongoing professional development
• Meet or exceed Monthly, Quarterly, and Annual sales objectives.
• Build an open communication environment for your team
• Ensure your Enterprise Sales Associates are following the sales process in order to win new ACV business
• Facilitate resources necessary to further the sales cycle, such as Solution Consultants, Solution Sales, Sales Operations, Marketing, etc.
• Provide timely and accurate information to management, including forecasts, territory plans, and business objectives.
• Utilize and leverage internal technology
• Occasional travel for training and/or meetings may be required.

Qualifications

• Demonstrated success as an Inside Sales Manager, with a focus on effectively closing sales, or experience in a quota-carrying sales role as an individual contributor. Preference will be given to candidates with a strong background in software sales, showcasing a thorough understanding of the industry and the ability to drive revenue through strategic customer engagement and relationship building.
• Full understanding of the sales process from lead to close to ongoing account management.
• Worked within a large ecosystem and can consistently deliver results.
• Strength in growing relationships amongst executives, both internally and externally
• Experienced in coaching sales reps to improve rep performance and customer experience.
• Comfortable using KPIs to develop coaching plans and sales campaigns.
• A firm understanding of Cloud computing, SaaS offerings, and software subscription business models
• Proven success as a sales rep and sales leadership in enterprise software sales or equivalent
• Experience with sales automation and engagement tools
• Displays a strong operating rhythm, including effective team meetings, forecasting, and development
• Seeks guidance and support, applying the insights to own work and adjusting approach as needed.
• Contributes to team spirit
• Operate as a team player and speak up to contribute effectively.
• Travel for training or meetings may occasionally be required