Senior Manager, Sales Operations

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
ServiceNow seeks a proven, experienced sales operations professional to support the Enterprise sales team. As a Senior Manager, Sales Operations, you will work closely with the VP of Enterprise sales, first- and second-line sales managers, in all aspects of the business related to forecasting, reporting, operational cadence, headcount tracking, annual planning, and quota allocation. This individual will act as a trusted business partner and advisor to the sales organization, continually focusing on process improvement and sales efficiency.
The ideal candidate is passionate about making the world of selling, work better for sales. They exhibit a win as a team mentality and are eager to jump in where needed.
What you get to do in this role:

• Serve as a strategic business partner to Enterprise Sales leadership, shaping forecasting discipline, operating cadence, and execution strategy to drive predictable revenue outcomes
• Own and lead Enterprise annual planning at scale, including multi-year growth modeling, headcount and opex strategy, territory design, quota architecture, and coverage optimization
• Set the vision and governance for forecasting excellence, driving rigor in pipeline inspection, analytics, executive-level insights, and adoption of forecasting tools and dashboards
• Deliver executive-ready reporting and performance insights, translating data into actionable recommendations that influence strategic decisions and revenue acceleration initiatives
• Lead Quarterly Business Reviews (QBRs) and executive operating forums, ensuring alignment on performance, risks, opportunities, and investment priorities
• Oversee sales team onboarding and offboarding strategy
• Advise on go-to-market strategy and resource planning, identifying structural improvements and investment opportunities to maximize growth and sales efficiency
• Champion automation and operational innovation, leveraging ServiceNow workflows and emerging technologies to scale processes, reduce friction, and improve efficiency
• Drive cross-functional strategic initiatives in partnership with Finance, HR, RevOps, and Business Operations to support AMS priorities and long-term growth objectives
• Embed AI-enabled insights and automation into sales operations, applying advanced analytics and intelligent tooling to improve forecasting accuracy, productivity, and decision-making
• Lead, mentor, and develop high-performing Sales Operations talent, setting standards for analytical rigor, business impact, and operational excellence

Qualifications
Our ideal candidate:

• Demonstrated experience leveraging AI and advanced analytics to improve decision-making, automate workflows, and drive operational scale
• 8+ years of Sales Operations experience in a high-growth software or SaaS organization, with proven enterprise-level impact
• Deep experience owning annual planning, quota architecture, and territory strategy in complex, multi-segment sales environments
• Proven ability to influence senior sales leadership and operate as a trusted executive advisor
• Highly strategic and analytical, with the ability to translate complex data into executive-ready insights and recommendations
• Strong business acumen, creative problem-solving ability, and a hands-on mindset when driving operational change
• Proven track record leading forecasting, pipeline analytics, and performance reporting for enterprise sales teams
• Experience working cross-functionally with Finance, HR, RevOps, and Sales Leadership on strategic planning and execution
• Strong understanding of sales methodologies, commission structures, and sales force automation tools
• Exceptional communication skills, executive presence, and the ability to lead through influence
• Advanced proficiency in PowerPoint, Excel, and business reporting tools

For positions in this location, we offer a base pay of $139,900 - $244,800, 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.
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