Senior Director, Deal Desk

Company Description

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you. 

With more than 7,700+ customers, we serve approximately 85% of the Fortune 500, and we're proud to be one of FORTUNE's 100 Best Companies to Work For® and World's Most Admired Companies®.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

Job Description

ServiceNow is currently seeking a highly collaborative and solution-oriented Deal Desk leader to partner with our Strategic Accounts sales organization.  As a trusted advisor to the sales leadership team, this individual not only works to ensure our most complex deals are structured and closed in a timely manner, but also acts as a thought leader among cross-functional teams to develop and scale new and innovative commercial processes and solutions to delight both our sales teams and ServiceNow’s most critical customers.

Responsibilities:

• Acts as interlock between the Global Deal Desk and Strategic Accounts Sales Leadership. 
• Develops and scales Strategic Accounts deal engagement framework inclusive of pipeline visibility, intake, and management to ensure proactive deal desk coverage early in sales cycle.
• Manages key deals as the Deal Desk lead.  Actively leads or participates in deal reviews and negotiations with prospects, customers, sales teams, and management.
• Engages global deal desk team in a matrix environment to ensure deals are structured and closed in a timely manner, maximizing value for both ServiceNow and the customer.
• Influences and shapes optimal Deal Desk org structure to support Strategic Accounts. 
• Provides deal shaping guidance and maintains approval authority for Strategic Accounts deal structures and highest level pricing, ensuring a fair exchange of value for both ServiceNow and its customers.
• Work with senior leadership across functional disciplines to develop effective, scalable deal structuring solutions that align with Strategic Accounts customer requirements and business strategies.

Qualifications

• 10+ years of broad experience across sales, deals desk, finance, legal, sales operations, or revenue; SaaS and Professional Services experience required
• Education commensurate to the role; advanced accounting or finance certification preferred but not required
• Proven experience building and developing motivated, independent, solution-oriented teams
• A thorough understanding of SaaS and professional services sales process and the ability to navigate and progress long, complex sales cycles
• Strong business acumen with excellent communication skills throughout all organizational levels
• Comfortable with and well recognized for taking complex, unstructured situations and leading the room (both customer and internal) in gaining clarity, understanding and agreement
• Expert customer facing negotiation and partnering skills to understand customer needs and tailor an optimal solution for all parties
• Keen understanding of global accounting standards associated with revenue recognition
• Infrequent travel may be required

For positions in the Bay Area, we offer a base pay of $198,600 - $357,400, 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 wo