Client Director

Who you are

• A new business orientation: energized by whitespace-mapping and closing new solution areas within a large account, not solely relationship stewardship
• 7+ years as full-cycle, "quarterback" AE, managing accounts with 5,000+ employees
• Demonstrated track record driving net-new or expansion revenue within enterprise accounts
• Comfort operating with ambiguity, with a growth mindset, and in a shared account model
• Previous sales experience in IT Service Management, HR, Security Operations, Customer Service and IT Operations Management (within software or IT sales organizations)
• Track record achieving annual sales targets
• Ability to understand broad, macro-level business IT needs for a prospective client
• 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
• Travel up to 50% (depending on geography/region)

What the job involves

• You'll be operating as one of two Client Directors that share the account strategy, account quota, and Solution Consulting support
• In this model, you are the growth-focused counterpart: while the existing Client Director will continue to lead day-to-day account management
• You are charged with identifying opportunities, building the business case for expansion, and closing new solution areas within the account
• You'll collaborate actively with a large, extended, virtual team — numerous Product Sales Specialists, Product Area Solution Consultants, Executive Teams, Partner & Channel Teams — to bring that expansion vision to life
• Collaborate closely with peer Client Director to run a unified account strategy
• Identify and pursue net-new revenue opportunities; expand strategic relationships
• Build the business case and roadmap connecting the customer's strategic priorities to new ServiceNow solutions, in collaborative partnership with cross functional Sales Specialists
• Build trust and deep multi-tiered relationships across the client's organization — from project/IT teams to CxO level — to surface and sponsor new initiatives
• Partner with Executive Teams and Partner & Channel Teams to expand ServiceNow's footprint
• Orchestrate large extended team of resources for specific pursuits and strategies
• Achieve financial targets set out for the assigned clients, including Licenses, Renewals and Professional Services

Benefits

• Generous family leave
• Matched donations
• Annual learning stipends
• Flexible PTO
• Competitive retirement plan
• Paid volunteer time