AI Business Development Manager

Company Description
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.
Job Description
Solution Sales is on a journey to innovate across ServiceNow's go-to-market (GTM), delight our customers, and fuel our unparalleled climb to $16B. ServiceNow's unique positioning to drive exponential productivity with AI is accelerating our climb! With this rapid scale and dynamic growth we're hiring Business Development Managers to capture this generational moment and uncork the AI business.
As a Business Development Manager, you will play a pivotal role in helping sales leadership define, shape and execute AI strategies within their business. You will help role out initiatives that contribute to market success of ServiceNow's AI products and will work closely with Major Area leadership to define and execute Go-To-Market (GTM) priorities for AI across all elements of the integrated ServiceNow Platform.
In this role, you will drive cross-functional collaboration to execute strategic initiatives, help uplevel AI proficiencies of the core team and engage with key pursuits and Accounts. This role requires a seasoned professional with sales leadership, business development, strategy and operations expertise. The candidate must be able to combine AI domain expertise with sales execution excellence to quickly drive action and deliver measurable results.
Successful candidates must be self-starters with a consistent track record of exceeding quota in a fast-paced sales environment, especially for new and incubating technologies. They will have superb leadership skills, high level of integrity, coaching acumen, strong executive presence and communication skills, and a passion for winning as a team. They will exemplify the "Hungry and Humble" ServiceNow mantra to extend the reach and influence of our field teams.
What you get to do in this role:

• Develop and execute growth strategies at regional level in conjunction with adjacent functional leaders (Field Sales and Pre-Sales Leadership, Marketing, Alliances & Channels, Professional Services and Sales Operations teams) to effectively scale our AI business.
• Collaborate closely with Major Area leadership to align priorities and business objectives. Help build, manage and report on the AI forecast and pipeline.
• Contribute to a high powered global team of AI BDM specialists by sharing best practices and supporting your teammates.
• Partner with our Partner and Channel organization to build a sell to, with and through model for AI in your territory.
• Monitor industry developments, competitor activities, emerging trends, potential business opportunities, and customer requirements to provide feedback and insights that inform product managers and leadership.
• Help coach the core teams with deep AI expertise to identify specialty solution opportunities and help manage the sales cycle.
• Partner cross-functionally to design, build and execute the AI sales growth strategy across all product workflows and all sales geographies.
• Establish & drive sales best practices across the organization including reference accounts, demand AI activities, repeatable sales plays, enablement and partner activation.
• Be a trusted advisor and leader across the team, be a go-to expert for EBCs, and a respected presenter in sales and market conferences.
• Engage directly with customers at C-level to champion large deals and ensure success.

Qualifications
To be successful in this role, we need someone who has:

• Strong proficiency with AI sales as a Sales, SC or practitioner of AI capabilities. Specialist sales experience is a plus. Deep AI and Automation solution experience is a must.
• 10+ years experience in technical consultative selling, account management, or sales strategy roles.
• Sales experience in large, global software companies (2,000+ employees); skilled at operating in a matrixed sales environment.
• Strong experience managing multi-tiered customer relationships, selling to large customers and establishing relationships at the C-suite level.
• A consistent track record of meeting and exceeding team quotas.
• Superior knowledge and demonstrated skills of sales techniques, customer interaction, customer relations.
• Strong organization, communication, teamwork, presentation, problem solving and time management skills.
• Proven track record in business development and strategic planning with VP level leadership
• The ability to navigate and collaborate through complex opportunities.
• A winning, can do attitude, strong work ethic, humility and excellent team building communication and listening skills.
• The willingness and ability to travel 50% of the time.

Additional Information
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 and their assigned work location. Learn more here . To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.
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. ©2025 Fortune Media IP Limited. All rights reserved. Used under license.