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Director, CRM Sales – State & Local Government (West)
ServiceNow
West Sacramento, CA
Remote
Full-time
$154k - $254k
1d ago
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Responsibilities
Lead, coach, recruit, and develop a team of CRM Account Executives, setting clear performance expectations and supporting team growth.
Inspect pipeline and forecasts, and guide the team in achieving quarterly and annual sales targets.
Build and execute regional CRM go-to-market strategies, including competitive positioning and market presence.
Partner with account executives on territory and account planning, executive relationships, and transformational CRM opportunities.
Engage agency leaders and C-level stakeholders to understand priorities such as constituent service, contact centers, field operations, and citizen experience.
Coordinate with Solution Consulting, other sales teams, Professional Services, Marketing, partners, and company executives to advance opportunities.
Grow existing customers through business reviews, adoption efforts, and regular non-sales engagement.
Qualifications
You have at least 5 years of dedicated people-management experience leading enterprise software account executives.
You have at least 10 years of software or solutions sales experience, with a record of strong quota attainment and new business success.
You have relevant experience selling CRM, CX, service, CCaaS, FSM, or other transferable front-office applications.
You have State and Local Government sales experience, including familiarity with public procurement, contracting vehicles, and agency buying cycles.
You can apply AI fluency to work processes, decision-making, or problem-solving, including through AI-powered tools, workflow automation, or AI-driven insights.
You have experience building senior and C-level relationships, negotiating complex deals, forecasting accurately, and growing revenue through partner relationships.
Experience working closely with the State of California and its agencies is strongly preferred.
Being based in Sacramento or elsewhere in California is preferred.
Work Environment
The role is listed as flexible or remote, with remote eligibility indicated for the United States.
You must be based in a major West Coast or Western U.S. metro with reasonable driving access to a major airport.
The position involves travel of up to 50%.
You will work across sales and partner teams, with an emphasis on collaboration and a team-oriented culture.
Benefits & Perks
The listed base pay is $153,750–$253,700 per year, plus equity when applicable and variable or incentive compensation; sales roles generally use an on-target earnings structure.
Benefits include health plans, flexible spending accounts, a 401(k) plan with company match, and an employee stock purchase plan.
Additional listed benefits include matching donations, a flexible time away plan, and family leave programs.
The role offers opportunities to develop and lead a team, shape regional sales strategy, and work across a broad public-sector partner and customer ecosystem.