Senior Sales Operations Manager

ServiceNow, Inc. • Waltham, MA • 4h 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.

What you get to do in this role:

We are seeking a highly motivated Senior Sales Operations Manager to support our Hyperscaler Sales Organization. You will be joining a fast-paced, high-growth organization that is delivering against one of ServiceNow's biggest priorities.

This is an individual contributor role operationally supporting a sales team to achieve their business objectives and quota.

In this role, you will:

The strategic operations business partner for one or more of our hyperscaler (AWS, Google, Microsoft) sales leaders and team

Own all aspects of pipeline and forecast management for your aligned sales team.

Manage quota attainment and rep productivity

Monitor and resolve opportunity data hygiene to ensure forecast accuracy and completeness.

Own communication and governance of operational and compensation policies and processes.

Support new rep onboarding - comp plan and quota assignments, system accesses, dashboard and tool enablement.

Partner with Sales, Sales Operations, Finance, Commissions, NPI , Legal and other cross-functional teams as needed on deal support.

Manage and resolve deal and compensation exceptions and escalations.

Be the subject matter expert to operationalize new routes to market.

Provide input to and drive execution of all annual planning activities for your aligned sales team.

Lead cross-hyperscaler forecast consolidation and management

Own weekly roll up and communication of forecast across all hyperscalers.

Establish forecast processes, methodologies and tools for efficiency, scale and accuracy.

Drive forecast standardization and best practices across all hyperscalers.

To be successful in this role you have:

7+ years experience in a software sales organization, supporting field reps and territories.

Strong experience managing pipeline and forecasts.

Proficiency with sales systems: CRM, Anaplan, Varicent.

Outstanding communication and interpersonal skills, with a proven ability to work collaboratively and cross-functionally.

Excellent analytical and problem-solving skills with ability to drive conflict resolution.

Advanced Excel skills are a must.

Experience navigating evolving landscapes and shifting business priorities.

Detail orientation coupled with a solutions-focused approach under tight deadlines.

Strong understanding of the hyperscaler marketplace sales motion is a plus.

For positions in this location, we offer a base pay of $131,300 - $229,800, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

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