Manager, Sales Operations Management

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
About the role:
We are seeking a strategic, detail-oriented Manager, Sales Operations Management to join our growing Sales Operations team. This role will be primarily focused on deal support, serving as a critical partner to our sales organization by ensuring complex deals are structured, reviewed, and processed efficiently and in alignment with company policies and goals. This is a high-impact role that requires cross-functional collaboration with Sales, Finance, Legal, Product, and Customer Success. The ideal candidate has a strong background in sales operations, pricing strategy, and deal desk functions, with excellent communication and problem-solving skills.
Key Responsibilities

• Deal Structuring & Review
  • Partner with Account Executives, Sales Leadership, and other internal stakeholders to support and guide complex deal structuring, pricing, and commercial terms
• Sales Support & Enablement
  • Act as the go-to expert for deal related queries
  • Provide timely support to ensure the sales cycle progresses efficiently and effectively
• Process Optimization
  • Identify and drive improvements in deal review workflows, approval processes, and sales tools to reduce friction and increase velocity
• Policy Enforcement & Compliance
  • Ensure deals adhere to internal pricing guidelines, legal standards, and financial policies
  • Work closely with Legal and Finance to manage exceptions and escalate appropriately
• Quote-to-Cash Oversight Support
  • Accurate and timely quote generation, order forms, and other documentation throughout the sales process
• Reporting & Insights
  • Deliver actionable insights on deal performance, discounting trends, approval cycle times, and process bottlenecks to sales leadership
• Cross-Functional Collaboration
  • Work with Product, Marketing, and Customer Success to ensure deal strategies align with customer needs, product capabilities, and company goals

Qualifications
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
• 5-8 years of experience in Sales Operations, Deal Desk, or Revenue Operations, preferably in a SaaS or B2B tech environment
• Strong understanding of sales cycles, deal structuring, pricing models, and revenue recognition principles
• Familiarity with CRM and CPQ systems
• Exceptional attention to detail and strong analytical thinking
• Ability to thrive in a fast-paced, cross-functional environment
• Excellent written and verbal communication skills
• Experience supporting Enterprise or Strategic Sales teams is a plus
• Desired: Bachelor's degree, MBA or similar advanced degree

Why Join Us?

• Impactful role supporting high value deals and shaping revenue outcomes
• Collaborative culture with cross-functional exposure
• Opportunities for growth and leadership within Sales Operations
• Competitive compensation, benefits, and flexibility

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.
Additional Information
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.