Global Sales Coach

ServiceNow•New York, NY

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, alongside building programs that scale effective practices. The role reports to the department manager and partners with frontline sales managers, enablement, product marketing, and teams integrating newly acquired sellers. The coach establishes recurring individual coaching cadences and development plans, supports sellers across the full sales motion, facilitates role plays and certification checkpoints, and observes customer calls to provide timely behavioral feedback. The role also develops and measures coaching programs, contributes reusable materials to a global library, and helps design and deliver large-scale training events. The position documents coaching progress and impact, supports ramp for new hires, transfers, and acquired teams, and works to reduce time to productivity from roughly six months to three. It also validates seller readiness for new products, releases, and acquisitions through certification, call review, and pipeline evidence, then reports gaps and follows up on remediation.

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 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 individuals or teams to measurable behavioral and performance improvement.
Fluency in at least one recognized sales methodology, such as MEDDICC, Challenger, Strategic Selling, or Command of the Message, and the ability to coach sellers in its use.
Strong CRM discipline and the 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 formal 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 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 segment ramp paths, skill sprints, manager coaching enablement, and remediation tracks.
Adapt coaching programs for Enterprise and Commercial sales motions and scale coaching across a large Commercial population.
Create and 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 results and retiring those that do not.
Help design and deliver sales kickoff, bootcamps, mid-year kickoffs, product launch enablement, and field readiness events.
Own assigned event tracks from content and facilitator planning through breakout design, certification, and post-event reinforcement.
Build follow-through plans so event content influences 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, tying results to business outcomes rather than activity counts.
Maintain consistent records so other coaches can understand each seller's status and needs.
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 deliver 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 clear updates on seller progress and next steps.
Assess seller 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 recommended fixes and dates, then retest after remediation.