Manager, Sales Operations Management

ServiceNow, Inc. • Waltham, MA • 8h ago

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.

The Manager, Sales Operations Management is a strategic business partner to Sales Area VP and Managers in the Americas, managing support functions essential to sales force productivity in those Areas. These include planning, reporting, deal structure and quoting, quota setting and management, sales process optimization, sales on-boarding, and sales compensation design and administration. You will lead a team of Sales Operations Specialists in support of explosive sales growth and a quickly expanding sales force.

What you will get to do:

Lead a team of Sales Operations Specialists supporting our U.S. Government sales professionals in the Americas

Understand sales go-to-market strategy and identify resourcing initiatives

Support the weekly top-line forecast process including attending sales leadership forecast meetings, performing pipeline analytics, and driving adoption of forecasting tools and dashboards

Manage the annual planning, territory and quota setting process

Provide input to senior leadership in the development of sales incentive compensation programs, and partner with finance on administration to ensure accurate and timely payments to program participants

Assist in deal structuring of customer contracts for new business, upsell/cross-sell, and renewal transactions

Provide weekly, monthly, and quarterly reporting and metrics in support of meeting key sales initiatives and targets

Work cross-functionally to develop campaigns, training programs, and processes that accelerate the sales cycle and arm the sales force to win in the market

Our ideal candidate:

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 proven experience of Sales Operations in a software sales organization

Proficient in the use of sales methodologies and sales force automation tools

Provided direct sales rep support on deal structuring and understanding of customer contracts guiding upsell and cross-sell opportunities

Worked with sales management on territory planning and the development of quotas and commission rates

Participated in the development and implementation of sales commission plans with an understanding of what drives sales behavior

Organized, with excellent attention to detail and the ability to work in a fast-paced environment

Proficient in PPT, Word and Excel

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 (https://www.servicenow.com/content/dam/servicenow-assets/public/en-us/doc-@type/other-document/careers/new-world-of-work-personas.pdf) .

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 globaltalentss@servicenow.com 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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