Director, CRM Sales

ServiceNow•Chicago, IL

2d•$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, supports go-to-market planning, and works with Field Sales Teams to develop relationships and opportunities and close business. The director recruits, coaches, and mentors team members; develops territories and quotas; communicates performance expectations; and manages accurate forecasts and pipeline reporting. The position is accountable for quarterly and annual sales goals, engages with customers at the C-level to understand business requirements, and builds working relationships across ServiceNow teams and its partner community. It also focuses on retaining and growing existing customers through regular non-sales engagement that supports an excellent customer experience.

Requirements

Experience leveraging or critically thinking about integrating AI into work processes, decision-making, or problem-solving.
Extensive 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 effective working relationships with Sales Operations.
Ability to understand broader 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 promote top performers, develop and coach the team and oneself, and topgrade appropriately.
Proven partner relationships and networks, with the ability to grow revenue streams and territory development through the partner ecosystem.

Responsibilities

Build and lead a team of direct CRM Account Executives to drive regional new-business sales growth.
Develop 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.
Recruit, coach, and mentor team members.
Develop sales territories and quotas and communicate performance expectations.
Manage and report accurate forecasts and pipeline.
Achieve quarterly and annual sales goals.
Engage 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.