VP, Global Head of Sales, ServiceNow.org

Company Description

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.

Job Description

What you will do in this role:

We are seeking a visionary and results-driven Vice President, Global Head of Sales to lead the go-to-market strategy and revenue growth for ServiceNow.org. This executive will be responsible for building and scaling a world-class sales organization dedicated to the nonprofit sector, driving AI digital transformation for organizations tackling the world’s most pressing challenges.

This is a unique opportunity to combine enterprise software sales leadership with purpose-driven impact, helping nonprofits do better business so they can do more good.

Key Responsibilities

Strategic Leadership & Vision

• Refine and execute a comprehensive annual global sales and go-to-market strategy for ServiceNow.org that aligns with ServiceNow’s overall business and commercial objectives while addressing the unique needs and buying behaviors of the nonprofit sector.
• Define and achieve annual revenue targets, ensuring sustainable growth while maintaining ServiceNow.org’s existing customer base and continuing to commit to value-driven partnerships.
• Partner closely with the President of ServiceNow.org, Head of Strategy and Operations, Marketing and cross-functional leadership to shape the long-term vision and market positioning of ServiceNow.org.
• Serve as a thought leader and evangelist for AI digital transformation in the nonprofit sector, representing ServiceNow.org at industry events, with media, and in customer engagements.

Sales Organization and People Development

• Lead and inspire a high-performing global sales team, including Regional Sales Directors, Account Executions, Regional Solution Consultant Leaders and Solution Consultants specialized in the nonprofit vertical.
• Recruit, develop, and retain top sales leadership talent who combine sales expertise with passion for social impact.
• Scale a culture of excellence inclusive of accountability, collaboration, and mission alignment throughout ServiceNow.
• Define and execute an enablement plan to support the development of the teams’ skills and capabilities

Go-to-Market Execution

• Define and execute winning selling motions across non-profit segments from enterprise to mid-market
• Develop and implement sector-specific go-to-market strategies in collaboration with the Head of Strategy and Operations for ServiceNow.org.
• Drive multi-product, consultative sales engagements with large nonprofits, NGOs, humanitarian organizations, foundations, and other critical nonprofit sectors globally.
• Engage and align effectively in C-level meetings to properly understand business requirements and support the team
• Build effective working relationships with internal stakeholders including but not limited to Geo Sales, Solution Consulting, Marketing, Solution Sales, Product Business Units, Global Impact, and Support/Customer Outcomes, as well as the ServiceNow Executive Team.

Partnership & Ecosystem Development

• Establish effective partner strategy to unlock new areas of opportunity to grow the business (eg. MSP, re-sellers)
• Work closely with ServiceNow’s partner ecosystem (including top ServiceNow.org partners) to expand implementation capacity and co-selling opportunities for the business, aligned with sales strategy
• Cultivate strategic relationships with nonprofit associations, foundations, and thought leaders to expand ServiceNow.org’s reach and credibility.
• Collaborate with broader Corporate Affairs team, inclusive of Global Impact & Sustainability, Global Government Affairs and Global Strategic Relations to align sales efforts with other key programs (i.e. InKind and philanthropic programs).

Operational Excellence

• Deliver accurate forecasting and pipeline management, with strong operational rigor
• Leverage data and analytics to inform sales strategy, optimize performance, and measure success.
• Ensure alignment with ServiceNow’s global sales operations, compensation structures, and reporting frameworks while adapting for nonprofit sector nuances.
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