Director, Enterprise Sales - Retail - WEST

ServiceNow•San Diego, CA

2d•$153,750 - $253,700•Remote

About The Position

This role involves building and leading a team of direct Sales Executives to drive new business sales growth within the retail sector in the WEST region. The Director will be responsible for developing and executing the sales strategy, including Go-To-Market plans, competitive analysis, and territory planning. Key activities include actively engaging in opportunity development, coaching and mentoring team members, managing accurate sales forecasts and pipelines, and achieving annual sales goals. The role requires C-level engagement to understand customer business requirements and building strong relationships with internal teams (Solution Consulting, Business Units, Professional Services, Marketing, Partner community, ServiceNow executive team) and external partners. Additionally, the Director will focus on retaining and growing the existing customer base through regular engagement and ensuring an excellent customer experience.

Requirements

Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may 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 industry and at C Level
Strong success in recruiting, coaching and managing an exceptional sales team
Strong strategic thinking including analytical 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
Experienced in driving sales process and drive 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 within a rapidly changing and growing environment
Demonstrates strong business and financial acumen
Built self-motivated sales teams that embrace a culture of collaboration, enthusiasm, and overachievement
Champions and promotes top performers, constantly develops and coaches the team and themselves, and topgrades appropriately
Proven partner relationships and networks, and ability to grow the impact of revenue streams and territory development through the partner ecosystem

Responsibilities

Build a team of direct Sales Executives to drive rapid new business sales growth in the region
Build and drive sales strategy for the region in conjunction with Sales Operations to effectively Go-To-Market including understanding the competitive landscape, presence and strength within the region
Actively engage in territory planning, relationship development and opportunity development and driving revenue by supporting and assisting Field Sales Teams in closing opportunities
Recruit, coach and mentor team members to drive excellence
Development of territories and quota for the sales team and effectively communicate to set performance expectations within the team
Manage and report accurate forecast and pipeline to the business
Achievement of annual sales goals on a quarterly and annual basis is required
Engage and align effectively in C-level meetings in order to properly understand customer business requirements
Build effective working relationships with Solution Consulting, Business Units, Professional Services, Marketing, our Partner community and the ServiceNow executive team
Retain and grow existing customer base with regular non-sales customer engagement activities to deliver an excellent customer experience
Ownership of driving successful pipeline generation activities developed by marketing or the partner community