Sales Director (TMT)

Quick Facts

• Role: Sales Director (TMT)
• Focus: Lead enterprise new business growth in the TMT vertical across the United States

Description

Lead a team of 5–8 solution sales executives to drive rapid new business sales growth in Enterprise and the TMT vertical across the United States. Own regional go-to-market strategy, territory planning, relationship development, forecasting, and quota achievement, and support field sales teams in closing opportunities. Engage C-level stakeholders, coordinate with internal teams and partners, and retain and grow the existing customer base through ongoing non-sales engagement.

Responsibilities

• Lead and manage 5–8 Solution Sales Executives to achieve new business growth
• Build and execute regional sales strategy with Sales Operations, including competitive analysis and GTM planning
• Drive territory planning, relationship development, and opportunity development with Field Sales Teams
• Recruit, coach, and mentor team members; set and communicate performance expectations
• Develop territories and quotas for the sales team
• Maintain accurate forecast and pipeline reporting
• Achieve annual sales goals quarterly and annually
• Participate in C-level meetings to understand customer business requirements
• Partner with Solution Consulting, Business Units, Professional Services, Marketing, partner community, and executive team
• Retain and grow existing customers via regular non-sales engagement
• Own pipeline generation activities developed by marketing and/or the partner community

Requirements

• 5+ years in dedicated people management leading enterprise sales teams
• Extensive track record of new business sales success with presentation and negotiation at C-level
• Strong experience recruiting, coaching, and managing a high-performing sales team
• Strategic thinking with analytical and financial planning skills to meet/exceed quotas
• Ability to integrate AI into work processes, decision-making, or problem-solving (AI tools, automation, insight analysis, or AI impact exploration)
• Ownership of accurate CRM reporting, including quarterly forecasts and opportunity review
• Experience driving the sales process and collaborating effectively with Sales Operations
• Understanding of IT business drivers
• Ability to build long-term strategic senior relationships
• Ability to adapt in a rapidly changing, growing environment
• Strong business and financial acumen
• Ability to build self-motivated, collaborative, enthusiastic, overachieving sales teams
• Champions and develops top performers and supports talent management accordingly
• Proven partner relationships and ability to grow revenue streams through the partner ecosystem
• Current location in a US metro with reasonable driving distance to a major airport; proximity to a ServiceNow office is strongly preferred

Benefits

• Base pay guideline (Bay Area): $170,000–$254,150, plus equity and variable/incentive compensation
• On Target Earnings (OTE) incentive compensation structure
• Health plans, flexible spending accounts, 401(k) plan with match, ESPP, matching donations
• Flexible time away plan and family leave programs
• Total compensation varies by qualifications, skill level, competencies, and work location