Director, Sales

• Region: EMEA - Europe, Middle East and Africa
• Work Persona: Flexible

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:

• Consultative approach to setting quotas for the sales team and effectively communicating performance expectations.
• Recruit, coach, and mentor team members to drive excellence and achieve business goals.
• Build a high-performing team of direct Sales Executives to drive rapid new business sales growth in the region.
• Develop and assign territories and quotas while fostering a collaborative and high-trust environment.

Strategic Planning and Execution

• Actively engage in territory and account planning by setting bold ambitions, developing strategic opportunities, positioning ServiceNow as a strategic platform, and leveraging internal resources, partners, and stakeholders to execute plans and close deals.
• Build and implement a regional sales strategy with Sales Operations, addressing competitive positioning and go-to-market execution.

Customer Engagement and Relationship Development

• Engage effectively in C-level meetings to understand customer business requirements and position ServiceNow solutions.
• Build strong working relationships with Solution Consulting, Business Units, Professional Services, Marketing, partner communities, and ServiceNow executives.
• Retain and grow the existing customer base by delivering excellent customer experiences through regular non-sales engagement activities.

Revenue Generation and Performance Management

• Actively support Field Sales Teams in territory planning, relationship development, and opportunity closure to drive revenue.
• Manage and report accurate forecasts and pipeline to ensure alignment with business objectives.
• Drive achievement of annual and quarterly sales goals through effective leadership and team alignment.
• Support and assist field sales teams in territory planning, relationship development, and closing deals to drive revenue.
• Align team efforts to meet and exceed quarterly and annual sales goals.

People-Centric Leadership

• Lead with a consultative approach, ensuring team alignment with organizational objectives and fostering a high-trust environment.
• Encourage collaboration across teams while empowering individuals to take ownership of their goals.
• Promote diversity, equity, and inclusion to build a balanced, engaged, and innovative team.

To be successful in this role you have:

• Extensive track record of new business sales success including presentation and negotiation skills within industry and at C Level.
• Strong success in recruiting, coaching and managing an exceptional sales team.
• Strong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals.
• Ownership of accurate CRM reports including current and future quarterly forecasts and opportunity inspection.
• Experienced in driving sales process and effective working relationships with Sales Operations.
• Ability to understand the 'bigger picture' and business drivers around IT.
• Ability to build long term strategic and senior level relationships.
• Ability to adapt and work effectively within a rapidly changing and growing environment.
• Demonstrates strong business and financial acumen.
• Built self-motivated sales teams that embrace a culture of collaboration, enthusiasm, and overachievement.
• Champions and promotes top performers, constantly develops and coaches the team and themselves, and topgrades appropriately.
• Proven partner relationships and networks, and ability to grow the impact of revenue streams and territory development through the partner ecosystem.
• Ownership of driving successful pipeline generation activities developed by marketing or the partner community.
• Fluency in German and English is required, with fluency in French considered a plus.
• This role is to be based in Zurich.

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.

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.