Director, Services Sales

Director, Services Sales

Services Sales Leader – US Commercial Segment

Americas Geo | Customer Excellence Group | Full-Time

The Opportunity

ServiceNow’s Customer Excellence Group is in growth mode across the Americas, and we’re looking for a strategic, high-impact Services Sales Leader to drive our Customer Success and Expert Services business within the US Commercial segment. This role carries a defined booking and revenue target and sits at the center of our mission: to make ServiceNow the best buying decision our customers have ever made.

This is not a maintenance role. You’ll lead a high-performing team to originate and close large, complex, transformational service-led deals—all configured on the ServiceNow AI Platform. You’ll partner across Field Sales, Partners, Delivery, and Marketing to create a seamless land-and-expand motion that accelerates customer value realization and deepens platform adoption.

As a strategic pillar of the CEG organization, you’ll influence outcomes well beyond services sales—shaping customer adoption, retention, NPS, gross retention, and net new license growth.

What You’ll Do

Strategy & Execution

• Own the end-to-end sales strategy for Professional Services and Customer Success, aligning with Field Sales, Partners, Delivery, and Marketing to drive a unified land-and-expand motion.

• Develop, shape, and close business-led and technology-led transformational services engagements that elevate the customer relationship and accelerate value realization.

• Drive consistent forecasting, pipeline growth, and operational discipline to deliver predictable bookings, margin, and revenue.

• Partner with field teams on opportunity qualification, pipeline health, territory planning, and account strategies.

Team Leadership

• Recruit, develop, and lead a high-performing GTM team with a relentless focus on coaching, capability building, and quota performance.

• Coach and mentor your team to identify, shape, scope, and close complex service engagements, building durable selling capability across the region.

• Foster a culture of accountability, collaboration, and continuous improvement.

Cross-Functional Impact & AI Leadership

• Build deep, trusted relationships with customer C-suite executives and internal stakeholders across Services Delivery, Pre-Sales, Product Management, Customer Success, and Field Sales.

• Collaborate across functions to influence customer adoption, retention, and value realization at scale.

• Champion the productive use of AI across your team and in customer engagements—driving greater outcomes through AI and AI agents on the ServiceNow platform.

What We’re Looking For

Required Experience

• Proven services sales leadership experience in a quota-carrying or equivalent role, with a consistent track record of exceeding booking and revenue targets.

• Demonstrated success closing high-value, transformational deals that materially impact customer strategy and platform adoption.

• Experience building and leading high-performing Services Sales teams with repeatable, value-based selling motions.

• Strong understanding of and ability to successfully engage Commercial-segment customers.

• Track record of cross-functional partnership across Field Sales, Services Delivery, and Customer Success organizations.