Global Sales Coach

ServiceNow•San Diego, CA

7d•$114,200 - $160,900

About The Position

The Global Sales Coach works directly 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 individual sellers and working on live deals, and the remaining time spent building scalable coaching programs. The role reports to the manager of the department and partners with frontline sales managers, enablement, product marketing, and teams integrating newly acquired sellers. The coach develops sellers through recurring one-on-one sessions and written individual development plans, coaches across the full sales motion, observes customer calls, and provides specific feedback. The role also designs segment-specific coaching programs, supports large-scale training events, maintains auditable records of seller progress, and reports coaching impact in relation to business results. The role owns coaching support for ramping new hires, internal transfers, and acquired sellers, with a goal of reducing time to productivity from roughly six months to three. It also assesses seller readiness for new products, releases, and acquired portfolios using certification, call reviews, and pipeline evidence, and coordinates remediation with product, marketing, and enablement partners.

Requirements

Seven or more years in enterprise or commercial software sales, sales management, or sales coaching and enablement.
Direct experience with both a large-deal Enterprise motion and a higher-velocity Commercial or mid-market motion, with a clear perspective on how coaching differs between them.
A track record of coaching adults to behavior change, demonstrated by sellers or teams improving a measurable metric as a result 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 a pipeline data problem from a deal problem.
Comfort with the enablement stack, including 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 sellers on 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.
Build coaching variants appropriate to Enterprise and Commercial segments and design scalable coaching for a large Commercial population.
Contribute reusable playbooks, call frameworks, role-play scenarios, and certification rubrics to the global library.
Pilot and measure coaching programs, retaining those that improve business outcomes and retiring those that do not.
Help design and deliver sales kickoff, bootcamps, mid-year kickoffs, product launch enablement, and field readiness days.
Own assigned training tracks end to end, including content, facilitators, breakout design, certification, and reinforcement plans.
Develop follow-through so event content influences 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 progress and needs.
Own coaching support for the ramp of new hires, internal transfers, and sellers joining through acquisitions, aiming to reduce 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, flag at-risk ramps early, and give hiring managers clear updates on each new seller’s progress and needs.
Assess seller readiness for new products, releases, and acquired portfolios using certification, call review, and pipeline evidence rather than attendance alone.
Report readiness gaps to product, marketing, and enablement partners with a recommended fix and target date, then retest after remediation.