Global Sales Coach

ServiceNow•San Diego, CA

About The Position

The Global Sales Coach is a hands-on field coaching role focused on improving seller pipeline generation, deal quality, forecast accuracy, and time to productivity. The coach spends most of the week working one-on-one with sellers and in live deal work, while also partnering with a manager to build scalable coaching programs. The role reports to the manager of the department and works closely with frontline sales managers, enablement, product marketing, and teams integrating newly acquired sellers. The coach supports the full seller lifecycle, including individual development, ramp for new hires and transfers, acquired-team integration, readiness for new products and releases, and large-scale sales training events. Coaching impact and readiness are tracked through demonstrated behavior, certification, call review, pipeline evidence, and business results. The role also maintains documentation and reports progress to sales and enablement leadership.

Requirements

Seven or more years of experience in enterprise or commercial software sales, sales management, or sales coaching and enablement.
Direct experience with both a large-deal Enterprise sales motion and a higher-velocity Commercial or mid-market motion, with a clear understanding of how coaching differs between them.
A track record of coaching adults to measurable behavior change, demonstrated by sellers or teams improving a metric as a result of the coaching.
Fluency in at least one recognized sales methodology, such as MEDDICC, Challenger, Strategic Selling, or Command of the Message, and ability to coach using it.
Strong CRM discipline and the ability to distinguish pipeline data problems from deal problems.
Familiarity with the enablement stack, including CRM, conversation intelligence, sales content management, and a learning management system.
Credibility with senior sellers and frontline managers, and ability to influence without formal authority.
Excellent facilitation and written communication skills, with sound judgment about when to teach and when to ask.

Nice To Haves

Prior quota-carrying experience in both Enterprise and Commercial sales.
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.
Develop coaching approaches appropriate to Enterprise and Commercial segments, and scale coaching across a large Commercial population while preserving individualized quality.
Create reusable coaching assets such as playbooks, call frameworks, role-play scenarios, and certification rubrics; pilot and measure programs and discontinue those that do not deliver results.
Help design and deliver sales kickoff events, bootcamps, mid-year kickoffs, product launch enablement, and field readiness days.
Own assigned event tracks end to end, including content, facilitators, breakout design, certification, and post-event reinforcement.
Build follow-through plans so event content is reflected in seller behavior 30 and 60 days later.
Maintain coaching documentation, including rep scorecards, skill matrices, certification records, development plans, and progress over time.
Report coaching impact to sales and enablement leadership on a regular cadence, tied to business results.
Maintain consistent records so another coach can understand each seller’s development status and needs.
Own the coaching portion of ramp for 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, and provide hiring managers with clear updates on each seller’s status and next needs.
Assess seller readiness for new products, releases, and acquired portfolios through certification, call review, and pipeline evidence rather than attendance alone.
Report readiness gaps to product, marketing, and enablement partners with recommended fixes and timelines; retest after remediation and close the loop.