Federal Sales Director - CRM Sales

ServiceNow•Washington, DC

3d•$170,850 - $241,900

About The Position

The Federal Sales Director leads a team of Sales Executives and drives new business sales growth for the region. The role develops regional sales strategy and go-to-market plans in partnership with Sales Operations, taking into account the competitive landscape and the company’s presence and strength in the region. It also supports territory planning, relationship and opportunity development, and revenue growth by assisting field sales teams in closing opportunities. The director recruits, coaches, and mentors team members; develops territories and quotas; sets performance expectations; and manages accurate forecasts and pipeline reporting. The role is accountable for achieving quarterly and annual sales goals, engaging effectively in C-level customer meetings, and building productive relationships across internal teams, partners, and ServiceNow executives. It also works to retain and grow the existing customer base through regular non-sales customer engagement that supports an excellent customer experience.

Requirements

Experience leveraging or critically considering how to integrate 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.
Ownership of accurate CRM reports, including current and future quarterly forecasts and opportunity inspection.
Experience driving the sales process and developing 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.
Experience building 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.

Responsibilities

Build a team of direct Sales Executives to drive rapid new business sales growth in the region.
Develop and drive regional sales strategy and go-to-market plans with Sales Operations, considering the competitive landscape and the company’s presence and strength in the region.
Participate in territory planning, relationship development, and opportunity development; support field sales teams in closing opportunities and driving revenue.
Recruit, coach, and mentor team members.
Develop territories and sales quotas, and communicate performance expectations to the team.
Manage and report accurate forecasts and pipeline information 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 successful pipeline generation activities developed by Marketing or the partner community.