Full-Time Sr Director, Global Sales Plays

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:

1. Shape the Go To Market strategy for our global sales plays
2. 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
3. Develop a consistent BoM together with our Marketing team, Enablement team, Sales leadership, and other cross-functional business partners
4. Set the targets, metrics and KPIs to effectively measure pipeline creation, progression, and conversion, with lenses into segment, industry, partner, etc
5. Build a coordinated GTM approach utilizing all of the key parts of the ServiceNow Sales team
6. Shape this with our ecosystem in mind and work with our Partner team to shape for their impact
7. Build the proactive calendar and plan for future plays
8. Identify plan needs and opportunities
9. Balance the load for what the field can absorb
10. Build in sufficient time and planning to establish the play before launch
11. Build the repeatable playbook, with a common nomenclature and approach for all sales plays
12. Drive focused analytics around the plays, so we learn what is working, what could be improved, and how we continue to scale our efforts
13. Build the tooling and systems to help manage our progress
14. Consistent single pane of glass dashboard views
15. Leverage AI to deploy create Sales Play Assist agent use cases
16. Partner closely with our DT and Operations teams
17. Partner with the Geo sales teams to ensure a consistent and focused approach to sales play execution across direct and overlay roles
18. 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
19. Recruit and retain the next generation of talent for ServiceNow and ensure all employees can bring their full and authentic selves to work

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-oriented, 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

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