Sr Mgr, Global Business Acceleration

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 — Service Now 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.

We are seeking a Senior Manager of Global Business Acceleration to lead a team of Business Development Representatives (BDRs) within Service Now's Global Business Acceleration (GBA) organization. This role owns the strategy, execution, and performance of a team responsible for validating buying groups, qualifying decision‑makers, and delivering high‑quality opportunities that advance through the sales cycle.

The Senior Manager partners closely with Marketing, Sales, and GBA leadership to optimize buying group engagement, qualification standards, and opportunity validation. You will build a high‑performing team that converts marketing‑generated demand into qualified pipeline while driving cross‑functional alignment across our go‑to‑market organization.

• Lead and develop a high-performing team of Business Development Representatives, building a culture of accountability, growth, and operational excellence
• Own quota attainment across monthly, quarterly, and annual targets, ensuring consistent delivery of qualified opportunities that drive pipeline growth and revenue impact
• Forecast opportunity volume and pipeline contribution with precision, driving strong conversion rates through stage progression and buying group validation
• Partner with Sales, Marketing, Operations, and Enablement to align territory strategy, sales play execution, and campaign activation based on business unit pipeline needs
• Recruit top early‑in‑career talent through Service Now-sponsored local events including college programs, university partnerships, and networking initiatives
• Coach and develop team members for long‑term success through structured readiness frameworks, preparing BDRs for promotion into Outbound SDR and Account Executive roles
• Collaborate across global hubs on strategic initiatives within Global Business Acceleration, driving best practice sharing and operational excellence
• Establish strong performance management rhythms including weekly 1:1s, monthly reviews, and quarterly business reviews, with focus on KPI management, forecast accuracy, and data‑driven coaching

To be successful in this role, you should have:

• 10+ years of experience in a go‑to‑market sales role (Sales Development, Inside Sales, or Enterprise Software Sales), including at least 2+ years leading high‑performing teams in a people management capacity
• Proven ability to learn and operationalize complex, multi‑product enterprise platforms
• Data‑driven mindset with demonstrated experience in forecasting, pipeline management, and performance analytics
• Travel occasionally across AMS GBA Hubs (San Diego, Waltham, West Palm Beach)
• Experience leveraging AI‑powered tools to enhance workflows, decision‑making, and business outcomes

For positions in this location, we offer a base pay of $133,600 - $233,800, 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.

We approach our distributed world of work with flexibility and trust. Work personas…