VP, Sales - State & Local Government and Higher Education (SLED)

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 get to do in this role:

• Lead and grow a sales team to serve our customers within the State & Local Government and Higher Education segments

• Develop clearly defined go-to-market initiatives with key ServiceNow sales, marketing and business unit leaders to achieve revenue goals. Define key milestones and progress tracking metrics & drive associated operating rigor to 'inspect what we expect'

• Lead, organize, and manage executive-level strategic planning, sales programs, and operational cadence to drive operational excellence

• Build strong relationships with executive leaders in both our customers and partners

• Align as a trusted advisor and strategic team member to both sales and company executives in order to understand market conditions, customer requirements and challenges, and assist in strategically planning GTM, solution capabilities and strategic partnerships

• Establish trusted relationships with product management, marketing, global sales leadership, professional services and global alliance and channels leaders

• Build, grow, and retain a high-performing sales team

• Strong executive presence & track record of consistent quota attainment & over achievement

Qualifications
To be successful in this role you have:

• Extensive sales leadership experience recruiting and developing high performance teams selling into the SLG and Education markets
• 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.

• Proven ability in managing complex sales cycles from start to finish with a track record of successful revenue attainment

• Experience building and maintaining a strong operational cadence to drive predictability and stability in your business

• Strong drive for results and ability to collaborate and influence in a "win as a team" environment

• Strong people management skills with a passion for coaching and developing others to their highest potential

• Excellent interpersonal skills communicating and collaborating with both business and technical stakeholders at all levels within an organization.

• Adaptable and flexible, able to work and thrive in a highly dynamic environment

• A high degree of passion, energy, drive and willingness to travel 50% of the time

For positions in this location, we offer a base pay of $211,100 - $358,900, 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.