Director, CRM Sales - HCLS

ServiceNow•Austin, TX

About The Position

ServiceNow is hiring a Director, CRM Sales for its Enterprise Healthcare Life Sciences (HCLS) segment. The role leads a team of CRM Sales Executives and drives regional new-business growth, sales strategy, customer relationships, pipeline development, and achievement of quarterly and annual sales goals. The successful candidate recruits, coaches, and develops a high-performing team; sets territories and quotas; manages forecasts and pipeline reporting; and works closely with Sales Operations, Field Sales, Solution Consulting, Business Units, Professional Services, Marketing, partners, and ServiceNow executives. The position also focuses on retaining and growing existing customers through ongoing, non-sales engagement that supports an excellent customer experience. The preferred location is a major U.S. metro within driving distance of a ServiceNow office. Travel may be required, with team members and accounts located across the United States. The posting lists Bay Area base pay of $167,900–$249,775, plus equity when applicable, variable/incentive compensation, and benefits; compensation varies by work location and other factors. ServiceNow offers health plans, flexible spending accounts, a 401(k) plan with company match, an employee stock purchase plan, matching donations, a flexible time-away plan, and family leave programs.

Requirements

Demonstrated success in, and industry knowledge of, Enterprise Healthcare Life Sciences (HCLS).
Extensive track record of new-business sales success, including presentation and negotiation skills within the industry and at the C-level.
Strong success in recruiting, coaching, and managing an exceptional sales team.
Strategic thinking, analytical skills, and financial planning skills to meet and exceed quotas and goals.
Experience owning accurate CRM reports, including current and future quarterly forecasts and opportunity inspection.
Experience driving the sales process and building effective working relationships with Sales Operations.
Ability to understand the broader business context and business drivers around IT.
Ability to build long-term strategic relationships with senior-level stakeholders.
Ability to adapt and work effectively in a rapidly changing and growing environment.
Strong business and financial acumen.
Ability to build self-motivated sales teams that embrace collaboration, enthusiasm, and overachievement.
Ability to develop and coach team members, promote top performers, and topgrade appropriately.
Established partner relationships and networks, with the ability to grow revenue streams and territory development through the partner ecosystem.
Experience driving successful pipeline-generation activities developed by Marketing or the partner community.
Experience leveraging or critically considering how to integrate AI into work processes, decision-making, or problem-solving.
Flexibility to travel as needed; the team and accounts are across the United States.

Nice To Haves

Current location in a major U.S. metro within driving distance of a ServiceNow office is strongly preferred.

Responsibilities

Build and lead a team of direct CRM Sales Executives to drive rapid new-business sales growth in the region.
Develop and execute regional sales strategy with Sales Operations, including go-to-market planning and assessment of the competitive landscape and regional presence.
Participate in territory planning, relationship development, and opportunity development; support Field Sales Teams in closing opportunities and driving revenue.
Recruit, coach, and mentor team members and set performance expectations.
Develop sales territories and quotas.
Manage and report accurate forecasts and pipeline information, including quarterly forecasts and opportunity inspections.
Achieve quarterly and annual sales goals.
Engage and align effectively in C-level meetings to understand customer business requirements.
Build effective working relationships with Solution Consulting, Business Units, Professional Services, Marketing, partners, and the ServiceNow executive team.
Retain and grow the existing customer base through regular non-sales customer engagement activities.
Drive pipeline-generation activities developed by Marketing or the partner community.
Develop the impact of revenue streams and territory growth through the partner ecosystem.