Product Manager (Business Development & Sales)

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.

About the Role

We are looking for a forward-thinking, execution-oriented Product Manager to lead innovation across the end-to-end sales execution process for our Digital Sales organization. This role focuses on building and optimizing tools and workflows that streamline opportunity management, improve forecast accuracy, and guide sellers through the sales cycle with greater precision.

You'll work with cross-functional teams, including Sales, Operations, Technology, Enablement, and Partner teams, to design scalable, AI-enabled solutions that enhance seller productivity and accelerate deal progression. From improving qualification frameworks to enabling next-best-action insights, you'll play a critical role in shaping how we execute and close deals.

As a key Sales Innovation & Technology team member, you'll focus on the core pillars of people, process, and technology, ensuring innovation is adopted, embedded in workflows, and delivers measurable impact across Business Development, Digital Sales, and Enterprise Sales.

Key Responsibilities

• Define the product vision and roadmap for sales execution, covering opportunity management, guided selling, forecasting, and deal progression.
• Design and deploy scalable, AI-assisted workflows that improve productivity, visibility, and win rates.
• Collaborate with Sales teams to improve qualification, pipeline health, and conversion workflows.
• Partner with Technology, Operations, Enablement, and Partner teams to align tooling, processes, and data.
• Drive adoption by embedding new capabilities into daily workflows and supporting enablement efforts.
• Track KPIs across opportunity velocity, forecast accuracy, rep engagement, and technology usage as key measures for success.

A Day in the Life

• Your morning might begin with a forecast alignment call, where you identify process gaps and pain points across opportunity stages. After, you might review usage data from the guided selling platform to uncover low-adoption areas. You'll meet with Tech and Ops partners to prioritize enhancements and define requirements for new seller workflows.
• In the afternoon, you could host a feedback session with frontline managers and then prepare a dashboard update for executive leadership showcasing trends in pipeline conversion and forecast improvements derived from new technologies. You're constantly balancing tactical fixes with longer-term innovation.

Ideal Candidate Profile

• Passionate about operational excellence and process optimization in sales.
• Strategic mindset with a sharp eye for user experience and business outcomes.
• Deep understanding of SaaS sales motions, metrics, and sales methodologies.
• Confident working across matrixed organizations with diverse stakeholders.
• Bias for action with a focus on measurable impact and adoption.
• Curious, self-learner, autonomous, and team player.

Qualifications

• 6+ years of experience in product management, sales strategy, sales operations, or go-to-market execution roles.
• Expertise in sales execution processes and frameworks, including opportunity management, forecasting, and sales engagement.
• Experience working with Sales, Operations, Technology, Enablement, and Partner teams on cross-functional initiatives.
• Familiarity with CRM platforms, AI-powered sales tools, and workflow automation.
• Proficient in Microsoft Suite (Excel, PowerPoint, Project, Teams) and program management tools.
• Strong analytical, problem-solving, and stakeholder communication skills.

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. Learn more here.

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. ©2024 Fortune Media IP Limited. All rights reserved. Used under license.