Sr Mgr Global Business Acceleration

Overview

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

• 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.

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 Service Now employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, Service Now may confirm the distance between your primary residence and the closest Service Now office using a third-party service.

Equal Opportunity Employer

Service Now 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

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