ServiceNow

Sr Manager, Digital Sales

ServiceNow • $118K — $196K *
Vienna, VA 22182In-Person
Enterprise Technology
Less than 5 years of experience
Today
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Job Overview by Ladders

Qualifications

  • Minimum 2 years as an Inside Sales Manager or 3+ years in software sales as an individual contributor.
  • Thorough understanding of the sales process from lead to close and account management.
  • Experience in navigating a large corporate ecosystem and achieving results.
  • Strong relationship-building skills with executives both internally and externally.
  • Proficiency in call coaching to enhance sales rep performance and customer satisfaction.
  • Ability to utilize KPIs for creating effective coaching plans and sales strategies.
  • Exceptional project management skills with attention to detail.
  • Excellent communication and interpersonal skills, capable of managing a team effectively.
  • A positive and motivating personality that inspires others.
  • Bachelor's degree in a relevant field.

Responsibilities

  • Motivate and manage a team of Digital Enterprise Sales Associates (ESAs).
  • Collaborate with Enterprise Field Reps and Leaders to optimize performance.
  • Conduct regular coaching sessions, pipeline reviews, and team meetings.
  • Participate in customer calls alongside your team to drive sales.
  • Analyze processes to enhance customer outreach and pipeline management.
  • Set and track sales targets and supporting key performance metrics.
  • Ensure alignment with the Digital Sales Leadership team.
  • Drive new hiring, onboarding, and training initiatives for continual team improvement.
  • Achieve and exceed monthly, quarterly, and annual sales objectives.
  • Foster open communication and collaboration within the team.
  • Guide ESAs in following the sales process for securing new business.
  • Facilitate necessary resources in the sales cycle, including marketing support.
  • Provide accurate forecasting and strategic planning reports to management.
  • Leverage internal technology effectively for sales purposes.
  • Be prepared for occasional travel for training and meetings.

Benefits

  • Health plans, including flexible spending accounts.
  • 401(k) Plan with company match.
  • Employee Stock Purchase Plan (ESPP).
  • Matching donations program.
  • Flexible time away plan.
  • Family leave programs.
Full Job Description
Job Description

This is a very collaborative and inclusive work environment where individuals strong on aptitude and attitude will have an opportunity to grow their professional careers through working with some of the most advanced technology and talented developers in the business.

What you get to do in this role:
  1. Motivate, coach, and directly manage a team of quota carrying Digital Enterprise Sales Associates (ESAs)
  2. Work cross-functionally with the Enterprise Field Reps/Leaders your ESAs support
  3. Hold regular call coaching sessions, pipeline reviews, one on ones, and team meetings
  4. Join/co-sell with your team on customer and prospect calls to close deals
  5. Analyze current process and systems to identify opportunities to improve customer outreach and pipeline management
  6. Set and track key sales targets and supporting metrics for your team, both leading and lagging KPIs
  7. Maintain alignment and collaboration with the Digital Sales Leadership team
  8. Execute new hiring, onboarding and ongoing training to enable team to achieve sales quota and ongoing professional development
  9. Meet or exceed Monthly, Quarterly and Annual sales objectives.
  10. Build an open-communication environment for your team
  11. Ensure your Enterprise Sales Associates are following the sales process in order to win new ACV business
  12. Facilitate resources necessary to further sales cycle such as Solution Consultants, Solution Sales, Sales Operations, Marketing etc.
  13. Provide timely and accurate information to management such as forecasting, territory plans, business objectives etc.
  14. Utilize and leverage internal technology
  15. Occasional travel for training and/or meetings may be required.


Qualifications

In order to be successful in this role, we need someone who has:
  1. Proven work experience (2 years min) as an Inside Sales Manager, or 3+ years in Sales as an individual contributor - software sales experience preferred
  2. Full understanding of the sales process from lead to close to ongoing account management.
  3. Worked within a large eco-system and can consistently deliver results.
  4. Strength in growing relationships amongst executives, internally and externally
  5. Experience call coaching to improve rep performance and customer experience.
  6. Comfortable using KPIs to develop coaching plans and sales campaigns.
  7. Ability to manage multiple projects and activities while paying attention to detail.
  8. Excellent verbal and written communication, as well as interpersonal and team management skills.
  9. Positive, motivating, and energetic personality
  10. BA/BS degree


For positions in this location, we offer a base pay of $118,860 - $196,140, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

Additional Information

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

About ServiceNow

ServiceNow provides cloud-based solutions that define, structure, manage, and automate services for enterprise operations in North America, Europe, the Middle East, Africa, the Asia Pacific, and other countries. The company offers service management solutions, including incident, problem, change, request, and cost management as well as service catalogs; and IT, HR, facilities, and field service management solutions. It also provides IT operations management solutions covering service mapping, delivery, and assurance solutions; business management solutions such as financial management, project portfolio suite, vendor performance management, and performance analytics as well as governance, risk, and compliance; and application development services.

ServiceNow Careers

Join the dynamic team at ServiceNow, a global leader in digital workflow solutions, where innovation and leadership converge to shape the future of work. At ServiceNow, we offer more than just job opportunities; we provide a platform for professional growth and a chance to be part of a culture that values diversity, creativity, and continuous learning.

Work You’ll Do

Embark on a career journey with ServiceNow and contribute to the world’s leading enterprises' digital transformation. Our team is at the forefront of developing cutting-edge technologies that improve how people work. With ServiceNow, you will use your skills to impact businesses and industries profoundly, driving efficiency and innovation.

Join Our Market-Leading Team

ServiceNow is not just another technology company. We are a team that thrives on diversity and leadership, fostering an inclusive environment that promotes growth and development. Our commitment to diversity training ensures that every team member can achieve their potential.

Innovative Work

ServiceNow is home to more than 10,000 dedicated professionals who lead the charge in digital workflows and enterprise solutions. As part of our team, you will engage in projects that merge technology with practical applications, creating revolutionary products that advance how services are delivered and managed.

Career Development

At ServiceNow, your career trajectory is filled with boundless opportunities. We support your growth with robust training programs, leadership development courses, and access to global challenges. Whether you are looking for an internship, full-time position, or leadership role, ServiceNow equips you with the tools to excel.

Be Part of a Great Team

Working at ServiceNow means being part of a community that values teamwork and innovation. Our collaborative environment encourages networking and sharing ideas, making our workplace vibrant and dynamic. The benefits of joining ServiceNow extend beyond comprehensive health and wellness; they include fostering professional connections and friendships that last a lifetime.

Explore Job Opportunities and Internships

Whether you’re a seasoned professional or a recent graduate, ServiceNow offers a range of employment options to suit your career goals. From internships that provide real-world experience to full-time positions that challenge you to leverage your expertise, we are committed to hiring the best talent.

Stay Connected

Join Our Team Search open positions that match your skills and interests. At ServiceNow, we look for passionate, curious, and solution-driven team players. Explore the possibilities that await you at a company that is committed to your professional success.

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ServiceNow Careers

Empowering professionals to achieve more, ServiceNow is where careers are future-proofed, and ambitions are realized. Join us in our journey of growth and innovation.
Learn more about ServiceNow
Size
16,881 employees
Market Cap
$76.5 billion
Industry
Information Technology
Net Income
$118.5 million
Founded
2004
5 Year Trend
+33.5%
Revenue
$4.5 billion
NASDAQ
NOW
* Ladders Estimates

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