Federal Sales Director - CRM Sales

ServiceNow•Washington, DC

About The Position

The Federal Sales Director will lead regional CRM sales growth by building and managing a team of Sales Executives, developing regional sales strategy, and supporting field teams in winning opportunities. The role includes territory and quota planning, pipeline and forecast management, recruiting and coaching team members, and achieving quarterly and annual sales goals. The Director will engage with senior customer stakeholders, build relationships across internal teams and the partner community, and help retain and grow existing customers.

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 with industry stakeholders and C-level executives.
Strong success recruiting, coaching, and managing a high-performing sales team.
Strategic thinking and analytical and financial planning skills to meet and exceed quotas and goals.
Experience owning accurate CRM reports, quarterly forecasts, and opportunity inspection.
Experience driving the sales process and effective working relationships with Sales Operations.
Ability to understand broader business context and IT business drivers.
Ability to build long-term strategic relationships with senior stakeholders.
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 with a collaborative, enthusiastic, high-achievement culture.
Ability to develop and coach team members, promote top performers, and appropriately raise team performance standards.
Ability to establish and leverage partner relationships and networks to grow revenue streams and develop territories.
Ownership of successful pipeline-generation activities developed by Marketing or the partner community.

Responsibilities

Build and lead a team of Sales Executives to drive new-business sales growth in the region.
Develop and execute regional sales strategy with Sales Operations, including analysis of the competitive landscape and the company’s position in the region.
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 to the team.
Manage and report accurate forecasts and pipeline information.
Achieve annual sales goals on a quarterly and annual basis.
Engage and align with C-level customer stakeholders to understand 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.
Own accurate CRM reporting, including current and future quarterly forecasts and opportunity inspection.
Drive pipeline-generation activities developed by Marketing or the partner community.
Develop revenue streams and territory growth through the partner ecosystem.