Director of Sales - Risk & Security Operations

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
The Director of Sales - Risk & Security Operations will drive the rapid growth of ServiceNow's Risk and Security Operations product lines across our region EMEA central including D, AT, CH and CEE. You will build, lead, and develop a high-performing team of Sales Executives while shaping the go-to-market strategy for a dynamic and expanding portfolio. This role requires a seasoned SaaS sales leader with a passion for building teams, winning new markets, and delivering strong revenue outcomes.
What You Get to Do in This Role• Build, lead, and develop a team of Sales Executives to drive aggressive new-business growth in the region.• Define and execute the regional sales strategy in partnership with Sales Operations, including competitive analysis and market planning.• Actively engage in territory planning, account strategy, relationship development, and opportunity execution to support sales teams in closing business.• Recruit, coach, mentor, and inspire team members to uphold high standards of performance.• Establish territories and quotas while clearly communicating expectations to the team.• Own and maintain accurate forecasting and pipeline reporting.• Achieve quarterly and annual revenue targets.• Lead effective engagement with C-level stakeholders to uncover and understand business requirements.• Build strong cross-functional relationships with Solution Consulting, Business Units, Professional Services, Marketing, Partners, and the ServiceNow executive team.• Retain and expand existing customer relationships through proactive, non-sales touchpoints and exceptional customer experience delivery.
Qualifications
To succeed in this role, you bring:• 3+ years of experience as a Sales Leader in a SaaS organization and 10+ years in the broader Tech/IT sector.• Strong sales operations management capabilities, with proven experience leading sales processes and collaborating effectively with operations teams.• Expertise in Cyber Security, DORA, NIS2, Business Continuity Management, and Integrated Risk Management.• A track record of recruiting, developing, and leading high-performing sales teams; exemplary people leadership skills are essential.• Experience leveraging AI tools or integrating AI into workflows, decision-making, or business processes.• Proven success in new-business sales, including C-level presentations, negotiations, and complex deal execution.• Strong strategic thinking, analytical, and financial-planning skills with consistent quota achievement.• Ownership of accurate CRM reporting, including forecasting, pipeline inspection, and opportunity management.• Ability to articulate the broader "big picture" and understand IT business drivers.• Demonstrated ability to build long-term relationships with C-suite executives.• Agility and effectiveness in fast-paced, high-growth environments.• Strong business and financial acumen.• A leadership approach that fosters collaboration, enthusiasm, accountability, and continuous improvement.• Experience working with partners to expand territory coverage and accelerate pipeline generation.• Ability to drive effective pipeline creation through marketing and partner initiatives.• Fluency in English and German, with regional travel required.
JV20
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.
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