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

We are seeking a Senior Manager of Sales Development to lead a team of Business Development Representatives (BDRs) within ServiceNow's Global Business Acceleration (GBA) organization. This role owns the strategy, execution, and performance of a team responsible for validating buying groups, qualifying decision-makers, and delivering high-quality opportunities that advance through the sales cycle.

The Senior Manager partners closely with Marketing, Sales, and GBA leadership to optimize buying group engagement, qualification standards, and opportunity validation. You will build a high-performing team that converts marketing-generated demand into qualified pipeline while driving cross-functional alignment across our go-to-market organization.

Key Responsibilities:

• Lead and develop a high-performing team of Business Development Representatives, building a culture of accountability, growth, and operational excellence
• Own quota attainment across monthly, quarterly, and annual targets, ensuring consistent delivery of qualified opportunities that drive pipeline growth and revenue impact
• Forecast opportunity volume and pipeline contribution with precision, driving strong conversion rates through stage progression and buying group validation
• Partner with Sales, Marketing, Operations, and Enablement to align territory strategy, sales play execution, and campaign activation based on business unit pipeline needs
• Recruit top early-in-career talent through ServiceNow-sponsored local events including college programs, university partnerships, and networking initiatives
• Coach and develop team members for long-term success through structured readiness frameworks, preparing BDRs for promotion into Outbound SDR and Account Executive roles
• Collaborate across global hubs on strategic initiatives within Global Business Acceleration, driving best practice sharing and operational excellence
• Establish strong performance management rhythms including weekly 1:1s, monthly reviews, and quarterly business reviews, with focus on KPI management, forecast accuracy, and data-driven coaching

Qualifications:

To be successful in this role, you should have:

• 10+ years of experience in a go-to-market sales role (Sales Development, Inside Sales, or Enterprise Software Sales), including at least 2+ years leading high-performing teams in a people management capacity
• Proven ability to learn and operationalize complex, multi-product enterprise platforms
• Data-driven mindset with demonstrated experience in forecasting, pipeline management, and performance analytics
• Travel occasionally across AMS GBA Hubs (San Diego, Waltham, West Palm Beach)
• Experience leveraging AI-powered tools to enhance workflows, decision-making, and business outcomes

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 and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

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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