Manager, Sales Operations Management

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.

What you get to do in this role:

The Sales Operations Manager is a strategic business partner to Sales Area VP and Managers in the Americas, managing support functions essential to sales force productivity in those Areas.   These include planning, reporting, deal structure and quoting, quota setting and management, sales process optimization, sales on-boarding, and sales compensation design and administration.  The Sales Operations Manager will lead a team of Sales Operations Specialists in support of explosive sales growth and a quickly expanding sales force.  This position may be located in Waltham, MA or Austin, TX.  Responsibilities include but are not limited to the following:

• Lead a team of Sales Operations Specialists supporting field sales professionals in the Americas
• Understand sales go-to-market strategy and identify resourcing initiatives
• Support the weekly top-line forecast process including attending sales leadership forecast meetings, performing pipeline analytics, and driving adoption of forecasting tools and dashboards
• Manage the annual planning, territory and quota setting process
• Provide input to senior leadership in the development of sales incentive compensation programs, and partner with finance on administration to ensure accurate and timely payments to program participants
• Assist in deal structuring of customer contracts for new business, upsell/cross-sell, and renewal transactions
• Provide weekly, monthly, and quarterly reporting and metrics in support of meeting key sales initiatives and targets
• Work cross-functionally to develop campaigns, training programs, and processes that accelerate the sales cycle and arm the sales force to win in the market

To be successful in this role you have:

• 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.
• 5+ Years proven experience of Sales Operations in a software sales organization
• Proficient in the use of sales methodologies and sales force automation tools
• Provided direct sales rep support on deal structuring and understanding of customer contracts guiding upsell and cross-sell opportunities
• Worked with sales management on territory planning and the development of quotas and commission rates
• Participated in the development and implementation of sales commission plans with an understanding of what drives sales behavior
• Organized, with excellent attention to detail and the ability to work in a fast-paced environment
• Proficient in PPT, Word and Excel

For positions in this location, we offer a base pay of $112,200 - $196,400, 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 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.

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, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, 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. 2025 Fortune Media IP Limited. All rights reserved. Used under license.