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Sales Enablement Senior Manager: sales coaching programs

Element AI

Element AI

Sales & Business Development
Santa Clara, CA, USA
Posted on Friday, May 10, 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

As an integral member of ServiceNow’s Global Sales Enablement team, the Sales Enablement Senior Manager of sales coaching programs is responsible for developing and delivering coaching and enablement programs for salespeople across the entire sales journey. The role is focused on developing and delivering programs that elevate sales performance, using our sales methodology and operating framework to coach and train.

Successful candidates will understand standard sales methodology application within a SaaS environment, along with the ability to drive content development, deployment and learning experiences. The ideal candidate will have a strong sales background, considerable experience in coaching and/or training sellers, and sales enablement experience. This is a highly collaborative role that involves working with key stakeholders in Sales and Sales Leadership, as well as across the various Enablement Teams.

What you will get to do:

The Sales Enablement Senior Manager of sales coaching programs will be responsible for developing and deploying sales enablement programs and initiatives to improve sales effectiveness, sales productivity, and overall sales results.

  • Develop and deliver high-impact enablement programs to improve sales capability and drive a culture of sales expertise
  • Coach Salespeople in the skills and activities to drive success
  • Support effective use of the ServiceNow sales methodology by delivering virtual and in person classroom training as well as providing sales activity and skills coaching
  • Gather requirements from stakeholders, develop enablement for multiple platforms (eLearning, vILT, ILT, etc.)
  • Collaborate with Enablement colleagues across multiple roles (Role Excellence, Regional Leads, Instructional Design, Communications) to develop and deliver high impact enablement content supported by compelling communications
  • Manage key stakeholders and subject matter experts throughout the process
  • Analyze the effectiveness of the training plan against stated learning objectives and modify as needed to address opportunities for improvement across the core sales roles
  • Deliver training and train the trainer programs in person and/or virtually, to a global audience
  • Work with the Program Management Office to align on priorities and consistent messaging to the field
  • Collaborate with Enablement colleagues to align on best practices and identify new, creative ways to enhance enablement approach and impact


Travel is a pre-requisite and may account for up to 30% of your time. Our ideal candidate:

  • 7+ years’ experience in sales, sales leadership, and/or enablement as a sales coach and/or sales methodology expert, preferably in the SaaS space
  • Demonstrated track record of successfully executing and delivering sales enablement programs
  • Training and facilitation capability to stand in front of a room of seasoned salespeople and train them with credibility
  • Experience developing and deploying global enablement programs at scale for multiple personas
  • Understanding of coaching best practices
  • Strong ability to identify sales team and leadership needs and translate them into effective programs that engage the field and drive improved sales performance
  • Adaptability and comfort working in a fast paced, dynamic environment
  • Experience building creative enablement with true gamification (i.e. more than contests and leader boards). Use of Generative AI in enablement a major plus
  • High comfort with CRM platforms and reports (Dynamics, Salesforce)
  • Excellent verbal and written communication skills, facilitation, problem solving, analytical, presentation abilities, and strong business acumen

For positions in the Bay Area, we offer a base pay of $143,300 - $250,700, 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 (subject to eligibility requirements). Compensation is based on the geographic location in which the role is located, and is subject to change based on work location.

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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