Area VP, Sales

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:

• Continue to scale and grow a territory by meeting and exceeding an assigned team quota
• Execute on both vertical and horizontal sales strategies
• Manage and lead a team of three to five 1st line sales managers who have five to seven individual contributors (Senior Account Executives) reporting to them.
• Empower and guide your team to build strategic account plans that focus on longer term joint success of ServiceNow and the customer
• Leverage a matrixed sales structure
• Work with solution consulting, professional services, product line sales experts
• Manage your team talent development and consistent recruiting practices
• Be a trusted advisor and leader who sets a high-bar, leading from the front
• Establish and nurture relationships at the highest levels of organizations
• Manage accurate forecasting and communications on a daily basis
• Drive customer success practices across your area

Qualifications

To be successful in this role, we need someone who has:

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.
• 10+ years’ experience managing a team of field-based sales representatives in a matrixed sales environment in the enterprise software space to enterprise customers (over 5,000 employees)
• Strong experience managing multi-tiered customer relationships; demonstrated ability to coach and mentor
• A consistent track record of meeting and exceeding team quotas selling to large accounts (20,000+ employees)
• Experience attracting, retaining, and developing high performing, high potential talent through assessing, selecting, onboarding, coaching, and developing
• A track record of managing a growing team in different geographical locations across the Eastern US
• Superior knowledge and demonstrated skills of sales techniques, customer interaction, customers relations
• Strong forecasting and reporting capabilities
• A proven and consistent track record selling to large enterprise level customers and established relationship at the C-suite level
• Strong organization, communication, team work, presentation, problem solving and time management skills
• Experience inspiring the team to follow defined best practices
• The ability to navigate and collaborate through complex opportunities
• A competitive, can do, optimistic, realistic attitude, strong work ethic, humility and excellent team building communication and listening skills
• The willingness and ability to travel 50% of the time

For positions in this location, we offer a base pay of $194,300 - $320,600, 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 Opportunity Employer ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, 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 [email protected] 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. From Fortune. ©2026 Fortune Media IP Limited. All rights reserved. Used under license.