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

ServiceNow•West Sacramento, CA

20h•$153,750 - $253,700

About The Position

The Director, CRM Sales for State & Local Government (SLG) West leads a team of Prime CRM Account Executives driving new business and expansion across public sector customers in the Western United States. The role is responsible for team leadership and development, sales performance, forecasting, regional go-to-market strategy, and growth of existing customers. It partners with field sales teams and cross-functional groups to pursue transformational CRM opportunities and address government agencies’ priorities, including constituent service, contact center, field operations, and citizen experience. Candidates must be based in a major West Coast or Western US metro with reasonable access to a major airport; Sacramento or the State of California is strongly preferred. The position involves travel up to 50%. ServiceNow identifies the work persona as Flexible or Remote, subject to eligibility and assigned work location.

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 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 sales experience, including navigating public procurement, contracting vehicles, and agency buying cycles.
Experience leveraging AI or critically considering its integration into work processes, decision-making, or problem-solving, including AI-powered tools, workflow automation, AI-driven insights, or AI’s potential impact on the function or industry.
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.
Experience building 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 US metro with reasonable access to a major airport.

Nice To Haves

Experience working closely with the State of California and its agencies; strongly preferred.
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 top talent, promote high performers, and manage team performance.
Deliver accurate forecasts, inspect pipeline, and achieve quarterly and annual sales targets.
Assist Field Sales Teams in closing opportunities and generating 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 set clear performance expectations.
Partner with the team on account and territory planning, executive relationship development, and transformational CRM pursuits.
Engage and align in C-level meetings and with agency leaders to understand business priorities.
Build cross-functional partnerships with Solution Consulting, other Sales business units, Professional Services, Marketing, partners, and ServiceNow executives.
Grow existing customers through Customer Business Reviews, adoption focus, and regular non-sales engagement.