Director, CRM Sales – State & Local Government (West)

ServiceNow•Sacramento, CA

About The Position

The Director, CRM Sales for State & Local Government (SLG) West leads a team of Prime CRM Account Executives responsible for new business and expansion across public-sector customers in the Western United States. The role owns regional sales performance, team development, forecasting, go-to-market strategy, territory planning, executive engagement, and cross-functional collaboration. The position requires up to 50% travel. Candidates must live in a major West Coast or Western U.S. metro with reasonable access to a major airport; Sacramento or the State of California is strongly preferred.

Requirements

At least 5 years in a dedicated people-management role leading enterprise software Account Executives.
At least 10 years of software or solutions sales experience, with a track record of high quota attainment and new-business success.
Relevant domain experience selling CRM, CX, Service, CCaaS, FSM, or other transferable front-office applications.
State and Local Government public-sector sales experience, including navigating public procurement, contracting vehicles, and agency buying cycles.
Experience leveraging AI or critically considering how to integrate AI into work processes, decision-making, or problem-solving, such as through AI-powered tools, workflow automation, or AI-driven insights.
Ability to build long-term senior and C-level relationships and negotiate complex deals.
Strong strategic, analytical, and financial planning skills, including ownership of accurate forecasting and opportunity inspection in CRM systems.
Proven partner relationships and ability to grow revenue through the partner ecosystem.
Ability to build self-motivated, collaborative teams with a “win as a team” culture.
Willingness to travel up to 50%.
Must be based in a major West Coast or Western U.S. metro with a reasonable drive to a major airport.

Nice To Haves

Experience working closely with the State of California and its agencies.
Candidates based in Sacramento or elsewhere in California are strongly preferred.

Responsibilities

Lead, coach, and develop a team of 5–8 CRM Account Executives focused on new business growth across SLG West.
Recruit and retain talent, promote high performers, and top-grade appropriately.
Deliver accurate forecasts and pipeline inspections and achieve quarterly and annual sales targets.
Assist Field Sales Teams in closing opportunities and contributing to revenue.
Build and execute the regional CRM go-to-market strategy with Sales Operations, including competitive positioning and market presence.
Participate in territory design and quota setting, and establish clear performance expectations.
Partner with the team on account and territory planning, executive relationship development, and transformational CRM opportunities.
Engage and align in C-level meetings and with agency leaders to understand constituent service, contact center, field operations, citizen experience, and other business priorities.
Build cross-functional partnerships with Solution Consulting, other Sales business units, Professional Services, Marketing, the partner community, and ServiceNow executives.
Grow existing customers through Customer Business Reviews, adoption focus, and regular non-sales engagement.