Mgr, Global Business Acceleration
About The Position
We are seeking a Manager of GBA to lead a team of Business Development Representatives (BDRs) within ServiceNow's Global Business Acceleration (GBA) organization. This role is responsible for coaching, performance management, and execution of a team that validates buying groups, qualifies decision-makers, and delivers high-quality pipeline opportunities. The Manager ensures the team executes against qualification standards, buying group validation frameworks, and opportunity creation targets. You will build a high-performing, coaching-driven culture that converts marketing-generated demand into qualified pipeline while developing BDRs for career progression within ServiceNow. This is a hands-on leadership role requiring in office presence, real-time coaching, and a relentless focus on activity discipline, conversion rates, and pipeline quality.
Requirements
- 5+ years of total experience in B2B sales, or 4+ Years in sales with 1+ Year in people management, preferably in SaaS or enterprise technology
- Strong coaching and people development skills with experience building structured feedback loops, performance improvement plans, and career progression frameworks
- Data-driven approach to performance management with experience forecasting pipeline, analyzing conversion metrics, and using KPIs to drive accountability
- Ability to manage remote or multi-site teams across AMS GBA hubs (San Diego, Waltham, West Palm Beach) with flexibility for travel as needed
- Familiarity with CRM and sales engagement platforms (Dynamics, Outreach, SalesLoft, or similar) and comfort leveraging AI-powered tools to enhance team productivity
- Experience in a fast-paced, high-growth environment with the ability to balance hands-on coaching with strategic planning
Responsibilities
- Lead from the front as a highly hands-on people manager with daily in-office presence, coaching BDRs through live feedback, role plays, call listening, and real-time guidance
- Drive activity discipline and conversion excellence by reinforcing core KPIs daily, weekly, and quarterly to ensure consistent performance across prospecting, lead follow-up, and pipeline creation
- Forecast opportunity volume and pipeline contribution with precision, using stage progression and buying group validation to deliver quality pipeline
- Report performance trends and actionable insights to senior leadership with clarity and business impact
- Conduct structured coaching rhythms including weekly 1:1s, team meetings, forecast reviews, and development blocks to ensure execution and skill progression
- Develop future talent through readiness-based frameworks, preparing BDRs for promotion into Outbound SDR and Account Executive roles based on skill and performance
- Establish strong performance management cadences with weekly 1:1s, monthly reviews, and quarterly business reviews focused on KPI management, forecast accuracy, and data-driven coaching
- Collaborate across global GBA hubs to drive best-practice sharing, operational excellence, and strategic alignment on pipeline initiatives
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
Number of Employees
5,001-10,000 employees
