Global Sales Coach

ServiceNow • San Diego, CA

1h • $114,000 - $176,000

About The Position

The Global Sales Coach is a hands-on field coaching role focused on improving seller pipeline generation, deal quality, and forecast accuracy. The coach spends most of the week working directly with sellers and on live deals, while also developing scalable coaching programs. The role reports to the department manager and partners with frontline sales managers, enablement, product marketing, and teams integrating newly acquired sellers.

Responsibilities include one-on-one seller coaching, program development, large-scale training, documenting and reporting progress, improving ramp time for new hires and acquired teams, and validating seller readiness for new products, releases, and acquisitions. The role aims to reduce time to productivity for new sellers from roughly six months to three, and to measure coaching impact through business results, demonstrated skills, call reviews, certification, and pipeline evidence.

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 understanding of how coaching differs between them.
• A track record of coaching adults to behavior change, demonstrated by measurable improvement in seller or team metrics.
• 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 data problems from deal problems when inspecting a pipeline.
• Comfort with CRM, conversation intelligence, sales content management, and a learning management system.
• Credibility with senior sellers and frontline managers, with the ability to influence without authority.
• Excellent facilitation and written communication skills, and sound 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 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 and 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 suited to Enterprise and Commercial segments and scale coaching across a large Commercial population.
• Contribute reusable playbooks, call frameworks, role-play scenarios, and certification rubrics to the global library.
• Pilot, measure, and retire coaching programs based on their impact on business results.
• Help design and deliver sales kickoff events, 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.
• Build follow-through plans so event content is reflected in seller behavior 30 and 60 days later.
• Maintain documentation such as seller scorecards, skill matrices, certification records, development plans, and progress records.
• Report coaching impact to sales and enablement leadership on a regular cadence, tied to business results.
• Own the coaching portion of ramp for 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, flag at-risk ramps, and inform hiring managers of each new seller’s progress and needs.
• Assess seller readiness for new products, releases, and acquired portfolios using certification, call review, and pipeline evidence.
• Report readiness gaps to product, marketing, and enablement partners with recommended fixes and timelines, then retest after remediation.

Benefits

• Equity, when applicable.
• Variable/incentive compensation; sales positions generally have a competitive On Target Earnings incentive structure.
• Health plans, including flexible spending accounts.
• 401(k) plan with company match.
• Employee stock purchase plan (ESPP).
• Matching donations.
• Flexible time away plan.
• Family leave programs.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed