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

Director, CRM Sales – State & Local Government (West)Full-timeEmployee Type: RegularRegion: AMS - North America and CanadaWork Persona: Flexible or RemoteCompany DescriptionIt 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 DescriptionWhat 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 roleLead, coach, and develop a team of 5-8 CRM Account Executives focused on new business growth across SLG WestRecruit and retain top talent, promote high performers, and top-grade appropriatelyDeliver accurate forecasts and pipeline inspection, and achieve quarterly and annual sales targetsProactively contribute to opportunity and revenue by assisting Field Sales Teams in closingBuild and execute the regional CRM go-to-market strategy with Sales Operations, including competitive positioning and market presenceActively engage in territory design, quota setting, and setting clear performance expectationsPartner with your team on account and territory planning, executive relationship development, and pursuit of transformational CRM opportunitiesEngage 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 prioritiesBuild effective cross functional partnerships with Solution Consulting, other Sales BUs, Professional Services, Marketing, our Partner community and the ServiceNow executive teamGrow existing customers through Customer Business Reviews, adoption focus, and regular non-sales engagementQualificationsLocation: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 AEs10+ years of software or solutions sales experience, with a track record of high quota attainment and new business successRelevant domain experiencesellingCRM, CX, Service, CCaaS, FSM, or other transferable front office applicationsState & Local Government (public sector) sales experience, including navigating public procurement, contracting vehicles, and agency buying cyclesStrongly preferred:experience working closely with theState of Californiaand its agenciesAI 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 industryProven ability to build long-term, senior and C-level relationships and negotiate complex dealsStrong strategic, analytical, and financial planning skills, with ownership of accurate forecasting and opportunity inspection in CRM systemsProven partner relationships and the ability to grow revenue through the partner ecosystemExperience building self-motivated, collaborative teams with a “win as a team” cultureWillingness to travel up to 50%JV20For 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 InformationWork PersonasWe 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 EmployerServiceNow 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.AccommodationsWe 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 RegulationsFor 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.By clicking the link above or any third-party link within this posting, you are leaving this site and going to a third-party website where the third-party website's terms and privacy policy applyI'm interestedI'm interestedPrivacy Notice