Director, CRM Sales – State & Local Government (West)

Company Description

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.

Join us to put AI to work for people.

Job Description

What you get to do in this role:

As Director, CRM Sales for State & Local Government (SLG) West, you will lead a team of Prime CRM Account Executives driving new business and expansion across public sector customers across the Western US.

What you get to do in this role

• Lead, coach, and develop a team of 5-8 CRM Account Executives focused on new business growth across SLG West
• Recruit and retain top talent, promote high performers, and top-grade appropriately
• Deliver accurate forecasts and pipeline inspection, and achieve quarterly and annual sales targets
• Proactively contribute to opportunity and revenue by assisting Field Sales Teams in closing
• Build and execute the regional CRM go-to-market strategy with Sales Operations, including competitive positioning and market presence
• Actively engage in territory design, quota setting, and setting clear performance expectations
• Partner with your team on account and territory planning, executive relationship development, and pursuit of transformational CRM opportunities
• Engage and align effectively in C-level meetings and with agency leaders to understand constituent service, contact center, field operations, citizen experience and other key business priorities
• Build effective cross functional partnerships with Solution Consulting, other Sales BUs, Professional Services, Marketing, our Partner community and the ServiceNow executive team
• Grow existing customers through Customer Business Reviews, adoption focus, and regular non-sales engagement

Qualifications

Location: Candidates must be based in a major West Coast or Western US metro with a reasonable drive to major airport. Sacramento or State of California strongly preferred.

To be successful in this role you have:

• 5+ years minimum in a dedicated people management role leading enterprise software AEs
• 10+ years of software or solutions sales experience, with a track record of high quota attainment and new business success
• Relevant domain experience selling CRM, CX, Service, CCaaS, FSM, or other transferable front office applications
• State & Local Government (public sector) sales experience, including navigating public procurement, contracting vehicles, and agency buying cycles
• Strongly preferred: experience working closely with the State of California and its agencies
• AI Fluency: Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving, including AI-powered tools, workflow automation, AI-driven insights, or AI’s potential impact on the function or industry
• Proven ability to build long-term, senior and C-level relationships and negotiate complex deals
• Strong strategic, analytical, and financial planning skills, with ownership of accurate forecasting and opportunity inspection in CRM systems
• Proven partner relationships and the ability to grow revenue through the partner ecosystem
• Experience building self-motivated, collaborative teams with a “win as a team” culture
• Willingness to travel up to 50%

JV20

For positions in this location, we offer a base pay of $153,750 - $253,700, 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.

Additional Information

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. 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…