Global Sales Coach

ServiceNow • San Diego, CA

4d

About The Position

ServiceNow is seeking a hands-on Global Sales Coach who works primarily one-on-one with sellers and on live deals to improve pipeline generation, deal quality, and forecast accuracy. 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 individual coaching cadences and development plans, supports the full sales motion, facilitates role plays and certification checkpoints, and observes customer calls to provide timely behavioral feedback. In partnership with the manager, the coach designs and scales segment-specific coaching programs, contributes reusable resources to a global library, and evaluates programs based on their business impact.

The role also supports large-scale training events and owns assigned learning tracks from content through reinforcement. It maintains auditable records of seller development and reports coaching impact against business results. The coach owns coaching support for the ramp of new hires, internal transfers, and acquired sellers, with a goal of reducing time to productivity from roughly six months to three. The position also assesses seller readiness for new products, releases, and acquired portfolios through certification, call review, and pipeline evidence, and coordinates remediation and retesting with partner teams.

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 individuals or teams to measurable behavior change and improved 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 pipeline data problems from deal problems.
• Comfort with CRM, conversation intelligence, sales content management, and learning management systems.
• Credibility with senior sellers and frontline managers, with the ability to influence without 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 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 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 segment ramp paths, skill sprints, manager coaching enablement, and remediation tracks.
• Develop coaching variants suited to Enterprise and Commercial sales motions, and design scalable coaching for a large Commercial population.
• Create reusable playbooks, call frameworks, role-play scenarios, and certification rubrics for the global library.
• Pilot and measure coaching programs, retaining effective programs and retiring those that do not produce results.
• Help design and deliver sales kickoffs, 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 follow-up reinforcement.
• Build reinforcement plans so training-event content is reflected in 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 regular cadence, tied to business results.
• Keep coaching records consistent and clear enough for another coach to understand each seller's status.
• Own the coaching side 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, identify at-risk ramps early, and inform hiring managers about each new seller's progress and needs.
• Assess readiness to sell 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 date; retest after remediation and close the loop.

Benefits

• 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.
• Equity when applicable.
• Variable/incentive compensation; sales positions generally offer an On Target Earnings incentive compensation structure.

What This Job Offers

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