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Manager, Sales Operations

Element AI

Element AI

Sales & Business Development, Operations
Waltham, MA, USA
Posted on Friday, March 29, 2024

Company Description

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you.

With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies™.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

Job Description

The Manager, Sales Operations is a strategic business partner to Sales Area VP and Managers in the Americas, managing support functions essential to sales force productivity in those Areas. These include planning, reporting, deal structure and quoting, quota setting and management, sales process optimization, sales on-boarding, and sales compensation design and administration. The Manager, Sales Operations will lead a team of Sales Operations Specialists in support of explosive sales growth and a quickly expanding sales force.

What you get to do in this role:

  • Lead a team of Sales Operations Specialists supporting field sales professionals in the Americas
  • Understand sales go-to-market strategy and identify resourcing initiatives
  • Support the weekly top-line forecast process including attending sales leadership forecast meetings, performing pipeline analytics, and driving adoption of forecasting tools and dashboards
  • Manage the annual planning, territory and quota setting process
  • Provide input to senior leadership in the development of sales incentive compensation programs, and partner with finance on administration to ensure accurate and timely payments to program participants
  • Assist in deal structuring of customer contracts for new business, upsell/cross-sell, and renewal transactions
  • Provide weekly, monthly, and quarterly reporting and metrics in support of meeting key sales initiatives and targets
  • Work cross-functionally to develop campaigns, training programs, and processes that accelerate the sales cycle and arm the sales force to win in the market


To be successful in this role you have:

  • Fluency in Portuguese and English in written and oral communications
  • 5+ years proven experience of Sales Operations in a software sales organization
  • Proficient in the use of sales methodologies and sales force automation tools
  • Provided direct sales rep support on deal structuring and understanding of customer contracts guiding upsell and cross-sell opportunities
  • Worked with sales management on territory planning and the development of quotas and commission rates
  • Participated in the development and implementation of sales commission plans with an understanding of what drives sales behavior
  • Organized, with excellent attention to detail and the ability to work in a fast-paced environment
  • Proficient in PPT, Word and Excel

Additional Information

ServiceNow is an Equal Employment 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.

At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office.

If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at [email protected] for assistance.

For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government.

Please Note: Fraudulent job postings/job scams are increasingly common. Click here to learn what to watch out for and how to protect yourself. All genuine ServiceNow job postings can be found through the ServiceNow Careers site.

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