Director, Enterprise Sales - Healthcare (Provider) - WEST

ServiceNow•San Diego, CA

7d•$153,750 - $225,300

About The Position

ServiceNow is seeking a Director, Enterprise Sales to lead healthcare provider sales in the western region. The role is responsible for building and managing a team of Sales Executives, developing regional sales strategy, driving new business growth, and retaining and expanding existing customer relationships. The Director partners with Sales Operations, field teams, solution consultants, business units, professional services, marketing, partners, and ServiceNow executives to support go-to-market execution and meet sales goals. The role includes recruiting, coaching, and developing a high-performing sales team; planning territories and quotas; managing forecasts and pipeline; engaging with customer executives; and supporting opportunity development and closure. The position also calls for incorporating AI into work processes, decision-making, or problem-solving. The stated base pay is $153,750–$225,300, plus equity when applicable, variable or incentive compensation, and benefits. Individual total compensation depends on qualifications, skill level, competencies, and work location. Sales positions generally use a competitive on-target earnings incentive structure.

Requirements

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.
Strong 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 building 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.
Experience leveraging or critically thinking about integrating 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.

Responsibilities

Build a team of direct Sales Executives to drive rapid new-business sales growth in the region.
Develop and drive regional sales strategy with Sales Operations, including go-to-market planning and understanding 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 sales quotas, and communicate performance expectations.
Manage and report accurate forecasts and pipeline to the business.
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.
Use or explore AI in work processes, decision-making, or problem-solving.