Commercial Sales Director

ServiceNow ServiceNow · Enterprise · Boston, MA +1 · Sales

Commercial Sales Director role at ServiceNow, focusing on building and leading a sales team to drive new business growth. The role involves sales strategy, territory planning, coaching, forecasting, and C-level engagement. While the company leverages AI-enhanced technology and the role requires understanding how to integrate AI into business processes, the core function is sales leadership, not AI/ML development.

What you'd actually do

  1. Build a team of direct Commercial Sales Executives to drive rapid new business sales growth in the region
  2. Build and drive sales strategy for the region in conjunction with Sales Operations to effectively Go-To-Market including understanding the competitive landscape, presence and strength within the region
  3. Actively engage in territory planning, relationship development and opportunity development and driving revenue by supporting and assisting Field Sales Teams in closing opportunities
  4. Recruit, coach and mentor team members to drive excellence
  5. Development of territories and quota for the sales team and effectively communicate to set performance expectations within the team

Skills

Required

  • Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving.
  • Extensive track record of new business sales success including presentation and negotiation skills within industry and at C Level
  • Strong success in recruiting, coaching and managing an exceptional sales team
  • Strong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals.
  • Ownership of accurate CRM reports including current and future quarterly forecasts and opportunity inspection
  • Experienced in driving sales process and drive effective working relationships with Sales Operations
  • Ability to understand the 'bigger picture' and business drivers around IT
  • Ability to build long term strategic and senior level relationships
  • Ability to adapt and work effectively within a rapidly changing and growing environment
  • Demonstrates strong business and financial acumen
  • Built self-motivated sales teams that embrace a culture of collaboration, enthusiasm, and overachievement
  • Champions and promotes top performers, constantly develops and coaches the team and themselves, and topgrades appropriately
  • Proven partner relationships and networks, and ability to grow the impact of revenue streams and territory development through the partner ecosystem
  • Ownership of driving successful pipeline generation activities developed by marketing or the partner community

What the JD emphasized

  • Achievement of annual sales goals on a quarterly and annual basis is required