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ESA Manager

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 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

This position reports to: Director of Digital Sales

This is a very collaborative and inclusive work environment where individuals strong on aptitude and attitude will have an opportunity to grow their professional careers through working with some of the most advanced technology and talented developers in the business.

ServiceNow is the fastest growing enterprise cloud software company in the world, and we believe it’s the great people we hire who will keep us there. We hire carefully, we hire the best, we celebrate our people. Come join our Sales A-team!

What you get to do in this role:

  • Motivate, coach, and directly manage a team of quota carrying Digital Enterprise Sales Associates (ESAs)
  • Work cross-functionally with the Enterprise Field Reps/Leaders your ESAs support
  • Hold regular call coaching sessions, pipeline reviews, one on ones, and team meetings
  • Join/co-sell with your team on customer and prospect calls to close deals
  • Analyze current process and systems to identify opportunities to improve customer outreach and pipeline management
  • Set and track key sales targets and supporting metrics for your team, both leading and lagging KPIs
  • Maintain alignment and collaboration with the Digital Sales Leadership team
  • Execute new hiring, onboarding and ongoing training to enable team to achieve sales quota and ongoing professional development
  • Meet or exceed Monthly, Quarterly and Annual sales objectives.
  • Build an open-communication environment for your team
  • Ensure your Enterprise Sales Associates are following the sales process in order to win new ACV business
  • Facilitate resources necessary to further sales cycle such as Solution Consultants, Solution Sales, Sales Operations, Marketing etc.
  • Provide timely and accurate information to management such as forecasting, territory plans, business objectives etc.
  • Utilize and leverage internal technology
  • Occasional travel for training and/or meetings may be required.


To be successful in this role you have:

  • 5+ years in sales and 2+ years leading a team, with the ability to act as a catalyst
  • Full understanding of the sales process from lead to close to ongoing account management.
  • Worked within a large eco-system and can consistently deliver results.
  • Strength in growing relationships amongst executives, internally and externally
  • Experience call coaching to improve rep performance and customer experience. 
  • Comfortable using KPIs to develop coaching plans and sales campaigns.
  • Ability to manage multiple projects and activities while paying attention to detail.
  • Excellent verbal and written communication, as well as interpersonal and team management skills.
  • Positive, motivating, and energetic personality
  • BA/BS degree

Additional Information

ServiceNow is an Equal Employment 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.

At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office.

If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at for assistance.

For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government.

Please Note: Fraudulent job postings/job scams are increasingly common. Click here to learn what to watch out for and how to protect yourself. All genuine ServiceNow job postings can be found through the ServiceNow Careers site.


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