Sr Director, Global Sales Plays

ServiceNow • Santa Clara, CA

281d

About The Position

The Global Solution Sales, GTM Programs, and Sales Plays organization is on a journey to innovate across ServiceNow's go-to-market (GTM), delight our customers, and fuel our unparalleled climb to $30B+. We're moving fast, and with this rapid scale and dynamic growth we're hiring a Sr. Director, Global Sales Plays to help us continue to evolve and optimize our sales plays to accelerate growth across our Workflows, including Agentic AI. Reporting to the SVP, Global Solution Sales, GTM Programs, and Sales Plays, the Sr. Director, Global Sales Plays will play a pivotal role in working across our leadership team and with cross functional business partners to shape our Hero and Targeted sales play strategy to maximize revenue impact across the portfolio. The ideal candidate is an empathetic and motivational leader and able to move quickly cross-functionally to drive plays from strategy to execution. If you have a stellar background in SaaS sales and/or solutions development, and an ability to work effectively with a diverse and driven global team, then we'd love to hear from you!

Requirements

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving
• 15+ years experience, including global role(s) in one or more technology (preferably SaaS) or consulting businesses
• Prior experience in sales or sales management preferred
• Familiar with the buyers and buying personas of ServiceNow's customer base and prioritized industries
• Demonstrated results working cross-functionally across a large organization to improve their productivity and satisfaction
• Ability to conduct sophisticated and creative analysis of complex data and translate the results into actionable messages and deliverables

Nice To Haves

• An empathetic and passionate leader who can inspire their own organization and others
• A proven track record with leading and building a diverse, high performing team and creating a culture that enables a growth mindset
• Highly analytical, fact driven, process orientated, but comfortable challenging the status quo and setting new strategic/operational direction
• Excellent verbal & written communication skills; highly developed executive presence and presentation skills
• Combination of strong intellect, creative problem solving, effective communication with colleagues and willingness to roll up sleeves to improve performance

Responsibilities

• Shape the Go To Market strategy for our global sales plays
• Work with our Planning, Strategy and NPI teams to define the scope
• Develop a consistent BoM together with our Marketing team, Enablement team, Sales leadership, and other cross functional business partners
• Set the targets, metrics and KPIs to effectively measure pipeline creation, progression, and conversion
• Build a co-ordinated GTM approach utilizing all of the key parts of the ServiceNow Sales team
• Shape this with our ecosystem in mind and work with our Partner team to shape for their impact
• Build the proactive calendar and plan for future plays
• Identify plan needs and opportunities
• Balance the load for what the field can absorb
• Build in sufficient time and planning to establish the play before launch
• Build the repeatable playbook, with a common nomenclature and approach for all sales plays
• Drive focused analytics around the plays
• Build the tooling and systems to help manage our progress
• Leverage AI to deploy create Sales Play Assist agent use cases
• Partner closely with our DT and Operations teams
• Partner with the Geo sales teams to ensure a consistent and focused approach to sales play execution
• Work with the GTM Strategy team to shape our FY25 and beyond GTM strategy based on the learnings we have from play execution and roll out
• Recruit and retain the next generation of talent for ServiceNow

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Industry: Professional, Scientific, and Technical Services
• Education Level: Bachelor's degree