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.

ServiceNow seeks a proven, experienced sales operations professional with sound go-to-market acumen to lead the Americas Sales Operations team and to partner with the Americas Sales Leadership team. The VP, Americas Sales Operations is responsible for the overall efficiency and effectiveness of the sales organization and champions close working relationships with internal and external key stakeholders to ensure the AMS sales organization is successful. This leader will drive improvements in system adoption, planning, reporting, quota, sales process optimization sales compensation design and administration.

To that end, the ideal candidate for the VP, Americas Sales Operations is one who is passionate about making the world of selling, work better for sales.

What you get to do in this role:

• Lead Americas Sales Operations to maximize the future revenue growth for the geography.

• Generate business insights through advanced analytics and data mining to improve the sales GTM and facilitate fact-based decision making

• Partner with the President of Americas Sales and Americas Sales leadership to drive forecast and operational cadence

• Implement comprehensive pipeline reporting tracking tools from top of funnel to customer value realization, account development and retention.

• Work collaboratively to deploy technology and automate key processes to increase the amount of time that sellers spend with customers and partners.

• Lead cross functional initiatives to transform and streamline processes to drive improved sales productivity and velocity.

• Lead annual planning activities including growth projections, headcount and opex planning, territory & quota setting and coverage optimization

• Evolve the Sales Operations organization design to leverage shared services and drive functional role clarity and efficiency.

• Recruit and retain top talent, continually raising the bar for operational excellence.

• Identify opportunities to automate / streamline tasks utilizing ServiceNow workflows

• Lead the Operations Deal Team to provide exceptional support in the Opportunity to Cash workflow, accelerating deal velocity.

• Driving change management and overall CPQ adoption.

• Identify, deploy and provide reporting feedback on sales plays and pipeline excellence council to stimulate demand across all market segments and build rolling four quarter pipeline.

• Continue to develop key performance metrics and dashboards that automate visibility and enable sales focus on business imperatives

• Work collaboratively to deploy technology and automate key processes to increase sales productivity. Serve as trusted advisor to our digital transformation, BI and IT teams.

• Drive consistency and alignment with Global Operations Partners

• Drive the adoption of winning sales behaviors by reinforcing our sales methodology, usage of digital tools, providing onboarding enablement for new hires, and maintaining current sales content and assets.

To be successful in this role you have:

• Proven experience in Sales Operations at a leadership level.

• 12-15 years of progressive experience in Sales, Sales Finance and/or Sales Operations

• Experience building, managing & coaching high performing teams

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

• Proficient with CRM management and forecasting.

• Experience in the use of sales process automation tools

• Experience driving or leading through GTM transformations would be advantageous.

• Combination of strong intellect, creative problem solving, effective communication with colleagues and willingness to roll up sleeves to improve performance

• Skilled at building processes to scale and advising cross-functional orgs on systems, tools and BI needs

• Loves winning as a team and always have your teammate’s back

• Bachelor’s degree; MBA/advanced degree preferred

• Candidate must be willing to work in a local office 3 times a week. (Waltham or San Diego.)

JV20

Not sure if you meet every qualification? We still encourage you to apply! We value inclusivity, welcoming candidates from diverse backgrounds, including non-traditional paths. Unique experiences enrich our team, and the willingness to dream big makes you an exceptional candidate!

For positions in this location, we offer a base pay of $248,100 - $421,900, 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. 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 talent.acquisition@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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