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Sr. Director, Enterprise Sales Associates (ESA)

Element AI

Sales & Business Development

Waltham, MA, USA

Posted on Dec 22, 2024

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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

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.

ServiceNow is the fastest growing enterprise cloud software company in the world, and we believe it’s the great people we hire who will keep us there. We hire carefully, we hire the best, we celebrate our people. Come join our Sales A-team.

What you get to do in this role:

Manage a team of sales leaders (1st Line Sales Managers) who manage quota carrying Enterprise Sales Associates (ESAs), ensuring all teams exceed monthly and quarterly quotas
Work cross-functionally with the Enterprise Field Leaders (1st, 2nd and 3rd Line) your ESA Managers support, ensuring there is a solid partnership and understanding of our ESA Go-to-Market and how the ESAs impact the Field.
Develop a leadership team who manage end-to-end sales for Enterprise, Public Sector, Federal, Healthcare and Life Sciences, and Canadian regions.
Represent the ESA organization within the regional business at Quarterly Business Reviews (QBRs) and similar meetings
Hold regular Team forecasting sessions, pipeline reviews, one on ones, and team meetings to drive the team’s forecast and results
Join/co-sell with your managers on customer and prospect calls to close deals
Analyze current process and systems to identify opportunities to improve customer outreach and pipeline management
Set and track key sales targets and supporting metrics for your team around leading and lagging KPIs to ensure both the lens of current Quarter and the rolling 4 quarter pipeline are both being taken into consideration.
Maintain alignment and collaboration with the ESA Sales Leadership team
Collaborate with the Global Sales Play team and execute on the rollout, enablement and sourcing of new business around the specific sales plays selected
Drive the organization, timeline and execution around new hires, onboarding and ongoing training to enable team to achieve sales quota and ongoing professional development
Meet or exceed Monthly, Quarterly and Annual sales objectives.
Build an open-communication environment for your ESA leadership team that encourages and motivates your leaders to innovate and get creative.
Facilitate resources necessary to further sales cycle such as Solution Consultants, Solution Sales, Sales Operations, Marketing etc.
Provide timely and accurate information to Senior Leadership around forecasting, territory plans, business objectives etc.
Occasional travel for training and/or meetings may be required.

Qualifications

In order to be successful in this role, we need someone who has:

Proven work experience (3 years+) as a 2nd Line Sales Leader (managing managers) - software sales experience and Enterprise Digital/Inside Sales experience preferred
5+ years of experience as a successful individual contributor (account executive) or business owner
Experience in B2B, SaaS, and the high-tech industry
Experience exceeding pipeline and revenue targets
Experience managing an outstanding team
Understanding of CRM, quotation and order processing systems and practices
Worked within a large eco-system and can consistently deliver results.
Strength in growing relationships amongst executives, internally and externally
Comfortable using KPIs to develop coaching plans and sales campaigns.
Expert time management skills and ability to consistently meet deadlines a must.

We provide competitive compensation, generous benefits and a professional atmosphere. 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.

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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