VP, Global Head of Sales, ServiceNow.org

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
What you will do in this role:
We are seeking a visionary and results-driven Vice President, Global Head of Sales to lead the go-to-market strategy and revenue growth for ServiceNow.org. This executive will be responsible for building and scaling a world-class sales organization dedicated to the nonprofit sector, driving AI digital transformation for organizations tackling the world's most pressing challenges.
This is a unique opportunity to combine enterprise software sales leadership with purpose-driven impact, helping nonprofits do better business so they can do more good.
Key Responsibilities
Strategic Leadership & Vision

• Refine and execute a comprehensive annual global sales and go-to-market strategy for ServiceNow.org that aligns with ServiceNow's overall business and commercial objectives while addressing the unique needs and buying behaviors of the nonprofit sector.
• Define and achieve annual revenue targets, ensuring sustainable growth while maintaining ServiceNow.org's existing customer base and continuing to commit to value-driven partnerships.
• Partner closely with the President of ServiceNow.org, Head of Strategy and Operations, Marketing and cross-functional leadership to shape the long-term vision and market positioning of ServiceNow.org.
• Serve as a thought leader and evangelist for AI digital transformation in the nonprofit sector, representing ServiceNow.org at industry events, with media, and in customer engagements.

Sales Organization and People Development

• Lead and inspire a high-performing global sales team, including Regional Sales Directors, Account Executions, Regional Solution Consultant Leaders and Solution Consultants specialized in the nonprofit vertical.
• Recruit, develop, and retain top sales leadership talent who combine sales expertise with passion for social impact.
• Scale a culture of excellence inclusive of accountability, collaboration, and mission alignment throughout ServiceNow.
• Define and execute an enablement plan to support the development of the teams' skills and capabilities

Go-to-Market Execution

• Define and execute winning selling motions across non-profit segments from enterprise to mid-market
• Develop and implement sector-specific go-to-market strategies in collaboration with the Head of Strategy and Operations for ServiceNow.org.
• Drive multi-product, consultative sales engagements with large nonprofits, NGOs, humanitarian organizations, foundations, and other critical nonprofit sectors globally.
• Engage and align effectively in C-level meetings to properly understand business requirements and support the team
• Build effective working relationships with internal stakeholders including but not limited to Geo Sales, Solution Consulting, Marketing, Solution Sales, Product Business Units, Global Impact, and Support/Customer Outcomes, as well as the ServiceNow Executive Team.

Partnership & Ecosystem Development

• Establish effective partner strategy to unlock new areas of opportunity to grow the business (eg. MSP, re-sellers)
• Work closely with ServiceNow's partner ecosystem (including top ServiceNow.org partners) to expand implementation capacity and co-selling opportunities for the business, aligned with sales strategy
• Cultivate strategic relationships with nonprofit associations, foundations, and thought leaders to expand ServiceNow.org's reach and credibility.
• Collaborate with broader Corporate Affairs team, inclusive of Global Impact & Sustainability, Global Government Affairs and Global Strategic Relations to align sales efforts with other key programs (i.e. InKind and philanthropic programs).

Operational Excellence

• Deliver accurate forecasting and pipeline management, with strong operational rigor
• Leverage data and analytics to inform sales strategy, optimize performance, and measure success.
• Ensure alignment with ServiceNow's global sales operations, compensation structures, and reporting frameworks while adapting for nonprofit sector nuances.
• Retain and grow existing customer base with regular non-sales customer engagement activities to deliver an excellent customer experience
• Leverage AI to drive increased efficiency and effectiveness in internal processes and external engagements.

Qualifications
To be successful in this role you have:

• 15+ years of progressive sales leadership experience in enterprise software, SaaS, or technology solutions
• 7+ years in senior sales leadership roles managing global or multi-regional teams
• Possess a unique balance of a mission orientation and metrics driven mentality. A passion for selling, with a bigger picture purpose
• Proven track record of consistently exceeding revenue targets and scaling sales organizations in high-growth environments
• Deep experience selling to C-suite executives and navigating complex, multi-stakeholder sales cycles
• Demonstrated ability to build, coach, retain, and develop high-performing sales teams
• Strong operational and analytical capabilities: experience with forecasting, pipeline management, and data-driven decision making
• Executive presence with outstanding communication, presentation, and relationship-building skills
• Ability to build strong, internal cross-functional relationships
• Bachelor's degree required; MBA or advanced degree preferred
• Travel 50% or as required

For positions in this location, we offer a base pay of $295,540 - $502,460, 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.
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.