Senior Manager, Enterprise Sales Associates

Summary

Join ServiceNow's Sales A-team as a Sales Manager, leading and mentoring a team of Enterprise Sales Associates (ESAs). You will leverage AI in sales processes, coach your team, collaborate cross-functionally, and analyze sales performance. Responsibilities include conducting coaching sessions, pipeline reviews, and team meetings, as well as setting and tracking sales targets. You will also facilitate resources and ensure compliance with sales processes. This role requires experience in enterprise software sales and team leadership, along with a strong understanding of cloud computing and SaaS. The position offers a competitive compensation package, including base pay, equity, and benefits.

Requirements

• 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
• 5+ years of success as an individual contributor in sales or marketing or a business owner
• 2+ years' experience leading a team in enterprise software sales or equivalent
• A firm understanding of Cloud computing, SaaS offerings, and software subscription business models

Responsibilities

• 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
• Motivate, coach, and directly manage a team of quota-carrying Enterprise Sales Associates (ESAs)
• Work cross-functionally with the Enterprise Field Reps/Leaders your ESAs support
• Hold regular call coaching sessions, pipeline reviews, one-on-ones, and team meetings
• Join/co-sell with your team on customer and prospect calls to close deals
• Analyze current processes and systems to identify opportunities to improve customer outreach and pipeline management
• Set and track key sales targets and supporting metrics for your team, both leading and lagging KPIs
• Maintain alignment and collaboration with the Digital Sales Leadership team
• Execute new hiring, onboarding, and ongoing training to enable the 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 team
• Ensure your Enterprise Sales Associates are following the sales process in order to win new ACV business
• Facilitate resources necessary to further the sales cycle, such as Solution Consultants, Solution Sales, Sales Operations, Marketing, etc
• Provide timely and accurate information to management, such as forecasting, territory plans, business objectives, etc
• Utilize and leverage internal technology
• Occasional travel for training and/or meetings may be required

Benefits

• Health plans, including flexible spending accounts
• A 401(k) Plan with company match
• ESPP
• Matching donations
• A flexible time away plan
• Family leave programs