Director Sales Operations - Field Business Operations (FBO)

• Partner directly with the AMS COO and leadership team to translate strategy into actionable plans serving as a trusted advisor through data-driven insights on business trends pipeline health and market dynamics
• Lead develop and scale the Field Business Operations (FBO) team across multiple Major Areas driving consistent operating standards strong execution discipline and a culture of accountability
• Establish and run a proactive operating cadence including forecast calls pipeline reviews and executive business reviews to ensure visibility alignment and business health
• Drive performance against key metrics including linearity conversion and pipeline health by enforcing rigorous inspection accelerating deal progression and strengthening pipeline to improve overall velocity and outcomes
• Identify risks and opportunities within the business and lead proactive action planning to accelerate performance and mitigate gaps
• Act as a central point of coordination across AMS Sales Operations and cross-functional partners including Sales GTM Strategy Finance Marketing and Operations to ensure alignment and successful execution of priorities
• Support the VP of Sales Operations in running the business by leading key forums mentoring team members driving critical initiatives and providing leadership coverage when needed
• Help shape and evolve the Sales Operations operating model driving consistency scalability and elevated execution standards across teams
• Lead high-priority cross-functional initiatives that require structure coordination and executive visibility ensuring timely and effective delivery
• Partner closely with the Commissions team to manage and resolve escalations related to crediting quota alignment and planning decisions ensuring fair and consistent outcomes aligned with policy and business objectives
• Collaborate with Planning and Analytics leadership on annual and in-year planning activities including org design headcount planning territory design quota setting and coverage models
• Synthesize complex data into clear insights and executive-level presentations that inform GTM strategy influence decisions and drive action
• Champion initiatives that improve sales productivity and enable the business to scale efficiently

• Experience in leveraging or critically thinking about how to integrate AI into work processes decision-making or problem-solving. This may include using AI-powered tools automating workflows analyzing AI-driven insights or exploring AI's potential impact on the function or industry
• 10+ years of experience in Sales Strategy Sales Operations or Business Operations
• 5+ years of people management experience with a proven track record of leading and developing high-performing teams
• Strong business acumen with deep knowledge of sales processes forecasting and GTM strategy
• Demonstrated ability to operate as a strategic partner to senior leadership while driving tactical execution
• Excellent structured problem-solving and analytical skills; able to frame complex business problems and drive actionable solutions
• Proven ability to influence and build trust across all levels of the organization
• Exceptional communication skills with experience presenting to executive audiences
• Experience leading large-scale cross-functional initiatives in a matrixed environment
• Strong operational mindset with the ability to build scalable processes and drive discipline
• High level of ownership accountability and a "win as a team" mindset

• Bachelor's degree required; MBA or advanced degree preferred

What We Do

As the AI platform for business transformation we're putting AI to work across organizations — freeing people for work that matters. Making old tech work with new tech. Reaching across departments from the front office to the back office and every office in between. Our ambition? To become the AI defining enterprise software company of the 21st century (or "AI DESCO21C" as we like to call it). With more than 8100+ customers we serve approximately 85% of the Fortune 500® and we're proud to be a Fortune 100 Best Companies to Work For® and World's Most Admired Companies™. Explore your future career with us visit www.servicenow.com/careers. From Fortune. ©2025 Fortune Media IP Limited. All rights reserved. Used under license.

Why Work With Us

By joining ServiceNow you are part of an ambitious team of change-makers who have a restless curiosity and a drive for ingenuity. We're committed to helping our people do their best work and live their best lives so we can fulfill our purpose together. At the fastest-growing enterprise software company you can grow your career faster.

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