Global Sales Coach

ServiceNow•New York, NY

5h•$135,800 - $195,000

About The Position

The Global Sales Coach works one on one with sellers to improve pipeline generation, deal quality, and forecast accuracy. This is a hands-on field coaching role, with most of the week spent coaching sellers and working on live deals, and the remainder spent building scalable programs. The role reports to the department manager and partners closely with frontline sales managers, enablement, product marketing, and teams integrating newly acquired sellers. The coach establishes recurring one-on-one coaching cadences and written individual development plans; coaches the full seller motion; facilitates role plays and certification checkpoints; and observes customer calls to provide timely, behavior-specific feedback. In partnership with the manager, the coach designs and evaluates segment-specific coaching programs, creates reusable global coaching assets, and supports large-scale sales training events from design through follow-through. The role also maintains auditable coaching documentation and reports impact against business results. It owns the coaching side of ramp for new hires, internal transfers, and acquired sellers, with an explicit goal of reducing time to productivity from roughly six months to three. The coach tracks cohort milestones, identifies at-risk ramps, and gives hiring managers visibility into seller progress. Readiness for new products, releases, and acquired portfolios is assessed through certification, call review, and pipeline evidence, with remediation and retesting as needed.

Requirements

Seven or more years in enterprise or commercial software sales, sales management, or sales coaching and enablement.
Direct experience with both large-deal Enterprise and higher-velocity Commercial or mid-market sales motions, with a clear point of view on how coaching differs between them.
A track record of coaching adults to measurable behavior change, demonstrated by sellers or teams improving a metric because of the candidate’s work.
Fluency in at least one recognized sales methodology, such as MEDDICC, Challenger, Strategic Selling, or Command of the Message, and ability to coach to it.
Strong CRM discipline and ability to distinguish pipeline data problems from deal problems.
Comfort with CRM, conversation intelligence, sales content management, and a learning management system.
Credibility with senior sellers and frontline managers, using influence rather than authority.
Excellent facilitation and written communication skills, and judgment about when to teach and when to ask.

Nice To Haves

Prior quota-carrying experience in both Enterprise and Commercial.
Experience coaching across a multi-product or platform portfolio.
Formal coaching certification, such as ICF or equivalent.
Experience integrating an acquired sales team.

Responsibilities

Run recurring one-on-one coaching sessions with assigned sellers against written individual development plans.
Coach prospecting and outbound rigor, territory and account management, deal management and qualification, executive presence, time and calendar management, CRM accuracy, forecast hygiene, and change management.
Facilitate role plays and certification checkpoints covering discovery, executive conversations, pricing, objection handling, and competitive positioning.
Observe live customer calls and provide same-day feedback identifying specific behaviors to change.
Partner with the manager to design coaching programs, including segment ramp paths, skill sprints, manager coaching enablement, and remediation tracks.
Develop coaching variants suited to Enterprise and Commercial segments, and scale coaching across a large Commercial population while maintaining quality.
Contribute reusable playbooks, call frameworks, role-play scenarios, and certification rubrics to the global library.
Pilot and measure coaching programs, retaining approaches that improve business results and retiring those that do not.
Help design and deliver sales kickoffs, bootcamps, mid-year kickoffs, product launch enablement, and field readiness days.
Own assigned training-event tracks end to end, including content, facilitators, breakout design, certification, and reinforcement plans.
Build follow-through that translates event content into seller behavior 30 and 60 days later.
Maintain rep scorecards, skill matrices, certification records, development plans, and progress documentation.
Report coaching impact to sales and enablement leadership on a set cadence, tied to business results.
Maintain consistent records so another coach can understand each seller’s status and development needs.
Own coaching for the ramp of new hires, internal transfers, and sellers joining through acquisitions, targeting a reduction in time to productivity from roughly six months to three.
Build and run acquisition-specific enablement covering cross-portfolio positioning, joint account mapping, tooling and process conversion, and cultural onboarding.
Track ramp milestones by cohort, identify at-risk ramps early, and provide hiring managers with progress and next-step information.
Assess readiness to sell new products, releases, and acquired portfolios using certification, call review, and pipeline evidence.
Report readiness gaps to product, marketing, and enablement partners with a recommended fix and date; retest after remediation and close the loop.