Director, CRM Sales

ServiceNow•Chicago, IL

1d•$151,150 - $224,775

About The Position

The Director, CRM Sales will lead a team of direct CRM Account Executives to drive rapid new-business sales growth in the region. The role develops regional sales strategy with Sales Operations, including go-to-market planning and understanding the competitive landscape. It also supports territory planning, relationship and opportunity development, and revenue growth by assisting Field Sales Teams in closing opportunities. The Director recruits, coaches, and mentors the sales team; develops territories and quotas; sets performance expectations; and manages accurate forecasts and pipeline reporting. The role is accountable for quarterly and annual sales goals, engaging effectively in C-level meetings to understand customer business requirements, building cross-functional and partner relationships, and retaining and growing the existing customer base through regular non-sales customer engagement.

Requirements

Experience leveraging or critically considering how to integrate AI into work processes, decision-making, or problem-solving, such as using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.
Extensive track record of new-business sales success, including presentation and negotiation skills within the industry and at C-level.
Strong success recruiting, coaching, and managing an exceptional sales team.
Strong strategic thinking, analytical skills, and financial planning skills to meet and exceed quotas and goals.
Ownership of accurate CRM reports, including current and future quarterly forecasts and opportunity inspection.
Experience driving the sales process and effective working relationships with Sales Operations.
Ability to understand the bigger picture and business drivers around IT.
Ability to build long-term strategic and senior-level relationships.
Ability to adapt and work effectively in a rapidly changing and growing environment.
Strong business and financial acumen.
Experience building self-motivated sales teams that embrace collaboration, enthusiasm, and overachievement.
Ability to champion and promote top performers, develop and coach the team and themselves, and topgrade appropriately.
Proven partner relationships and networks, and ability to grow revenue streams and territory development through the partner ecosystem.
Ownership of successful pipeline-generation activities developed by Marketing or the partner community.

Responsibilities

Build a team of direct CRM Account Executives to drive rapid new-business sales growth in the region.
Develop and drive regional sales strategy with Sales Operations, including go-to-market planning and analysis of the competitive landscape, presence, and strength in the region.
Participate in territory planning, relationship development, and opportunity development, and drive revenue by supporting Field Sales Teams in closing opportunities.
Recruit, coach, and mentor team members.
Develop territories and quotas for the sales team and communicate performance expectations.
Manage and report accurate forecasts and pipeline to the business.
Achieve annual sales goals on a quarterly and annual basis.
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, the partner community, and the ServiceNow executive team.
Retain and grow the existing customer base through regular non-sales customer engagement activities that deliver an excellent customer experience.