Director, CRM Sales

ServiceNow•Chicago, IL

1d•$151,150 - $224,775

About The Position

The Director, CRM Sales will lead a team of CRM Account Executives to drive rapid new-business sales growth in the region. The role is responsible for developing and executing regional sales strategy with Sales Operations, understanding the competitive landscape, supporting field sales teams in opportunity development and closure, and achieving annual sales goals. The Director will recruit, coach, and mentor the team; establish territories, quotas, and performance expectations; and maintain accurate forecasts and pipeline reporting. The role also includes engaging with senior customer stakeholders, building relationships across ServiceNow teams and its partner community, and retaining and growing existing customers through regular non-sales engagement that supports an excellent customer experience. ServiceNow describes itself as an AI control tower for business reinvention and notes that its platform brings together AI, data, and workflows. The role calls for experience thinking critically about integrating AI into work processes, decision-making, or problem-solving. The stated base pay range is $151,150–$224,775, plus equity when applicable, variable or incentive compensation, and benefits. Compensation varies by qualifications, skills, competencies, and work location.

Requirements

Experience leveraging or critically considering how to integrate AI into work processes, decision-making, or problem-solving; examples include 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.
Strategic thinking, analytical skills, and financial planning skills to meet and exceed quotas and goals.
Ability to own accurate CRM reports, including current and future quarterly forecasts and opportunity inspection.
Experience driving the sales process and establishing effective working relationships with Sales Operations.
Ability to understand the broader business context 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.
Ability to build self-motivated sales teams that embrace collaboration, enthusiasm, and overachievement.
Ability to champion and promote top performers, continually develop and coach the team and oneself, 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 and lead a team of direct CRM Account Executives to drive 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.
Participate in territory planning, relationship development, and opportunity development; support field sales teams in closing opportunities.
Recruit, coach, and mentor team members.
Develop territories and quotas, and communicate performance expectations to the team.
Manage and report accurate forecasts and pipeline information to the business, including CRM reports and opportunity inspection.
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, the partner community, 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 revenue streams and territory impact through the partner ecosystem.