Sr Director, Global Sales Plays

Company Description
It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today - ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.
Job Description
What you get to do in this role:
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!
Key Responsibilities:

• Shape the Go To Market strategy for our global sales plays

• Work with our Planning, Strategy and NPI teams to define the scope; with the early-stage ideation and SKU shaping being led by the NPI team, a transparent, supportive partnership here is critical

• 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, with lenses into segment, industry, partner, etc

• 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, so we learn what is working, what could be improved, and how we continue to scale our efforts

• Build the tooling and systems to help manage our progress

• Consistent single pane of glass dashboard views

• 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 across direct and overlay roles

• 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 and ensure all employees can bring their full and authentic selves to work

Qualifications
To be successful in this role you have:

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.
• 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

Mindset & Approach

• 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

Culture Fit

• "Hungry & Humble" with a "Win as a Team" approach to everything (see: ServiceNow values)
• Ability to handle interpersonal relationships professionally, and empathetically
• Strong communication, cross-functional collaboration and executive presence is critical for success
• Self-starter who can learn quickly and multitask in fast-paced and often ambiguous environments

JV20
Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate!
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. Learn more here .
Equal Opportunity Employer
ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.
Accommodations
We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance.
Export Control Regulations
For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.
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