Job Description
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
This is a frontline Sales Director role responsible for building and leading a high-performance team of Account Executives across Mexico, Colombia, and Central America. The role owns both new logo acquisition and expansion across enterprise and mid-market accounts, partnering directly with the President & GM NOLA and the broader LATAM leadership team.
Target accounts span manufacturing, financial services, telecommunications and retail across the region. You will operate in a hybrid motion — direct enterprise hunting plus partner-assisted mid-market — and are expected to bring AI-first commercial narratives to every executive engagement.
What You Get to Do in This Role
Team Leadership & Talent Development
- Build, recruit, and retain a team of Account Executives capable of operating at enterprise level across a multi-country territory.
- Coach and develop AEs through deal reviews, pipeline inspection, and structured performance conversations — elevating both execution and commercial acumen.
- Set clear territory assignments, quota structures, and performance expectations. Communicate standards and hold the team accountable with consistency.
Revenue Ownership & Growth Execution
- Own and deliver the annual sales target across new logo acquisition and existing account expansion within Mexico, Colombia, and Central America.
- Drive new logo pipeline with discipline — identify, qualify, and close net-new enterprise and mid-market accounts with urgency and commercial rigor.
- Lead territory and account planning in partnership with Sales Operations — covering competitive landscape, whitespace analysis, and GTM prioritization by vertical.
- Personally engage in strategic, high-value deals as executive sponsor — building C-suite relationships and accelerating opportunity velocity.
AI-First Commercial Execution
- Champion ServiceNow’s AI platform narrative across your territory. Enable your team to articulate the AI-native vision with credibility at the executive level.
- Integrate AI-powered selling tools, insights, and decision-making into your team’s daily motion — not as an afterthought, but as a core operating standard.
- Position ServiceNow as the unified AI + Workflow + Data + Security platform across the NOLA market.
Cross-Functional Partnership
- Partner tightly with Solution Consulting, Professional Services, Marketing, and the Partner ecosystem to build qualified pipeline and deliver customer outcomes.
- Build working relationships with regional GSIs and strategic partners — enabling a channel-assisted motion in markets where direct coverage is not yet deep.
- Align with the NOLA President and LATAM GM on regional priorities, forecast accuracy, and executive engagement strategy.
Forecasting & Pipeline Governance
- Maintain accurate, real-time forecast visibility in CRM (SmartRecruiters + Salesforce CRM). Weekly pipeline inspection is a non-negotiable operating rhythm.
- Report quarterly and annual forecast to leadership with precision — no surprises, no sandbagging.
- Identify and escalate risks early. Drive deal inspection discipline across your team.
Qualifications
Required
- Proven track record leading enterprise SaaS sales teams in Mexico, with demonstrable quota attainment at team level.
- Experience in new logo acquisition — not just expansion. Evidence of building pipeline from scratch in new accounts, new verticals, or new geographies.
- Prior success selling complex, multi-stakeholder enterprise software deals.
- Strong C-suite engagement capability — demonstrated ability to open, develop, and close at CIO/CFO/CEO level in Mexican and regional enterprise accounts.
- Experience managing and developing a team of 4–8 Account Executives in a direct, quota-carrying capacity.
- Fluency in Spanish and English — both mandatory at professional level for this role.
- Experience integrating AI tools, AI-powered insights, or AI-first narratives into commercial strategy or team execution.
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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