Director, CRM Sales – State & Local Government

ServiceNow

. Lead, coach, and develop a team of 5-8 CRM Account Executives focused on new business growth across SLG West .

Posted 11/6/2026full-timeRemote • California • United StatesLead💰 $153,750 - $253,700 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading and developing high-performing teams of CRM Account Executives, with a strong focus on new business growth and strategic sales execution. Proven ability to build C-level relationships and navigate public sector sales processes, particularly within the State of California.

Highest-signal resume keywords

CRM Sales LeadershipPublic Sector Sales ExperienceC-Level Relationship DevelopmentForecasting and Pipeline ManagementTeam Building and Collaboration

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Strategy DevelopmentQuota AttainmentCRM Systems ProficiencyAI Integration in Sales ProcessesFinancial Planning Skills

Soft Skills

Coaching and MentoringNegotiation SkillsAnalytical ThinkingCross-Functional CollaborationProblem-Solving

Industry Keywords

CRMCXServiceCCaaSFSMState and Local GovernmentPublic ProcurementContracting VehiclesAgency Buying CyclesCustomer Business Reviews

Tech Stack

Tools & technologies

ServiceNow

About the role

Key responsibilities & impact

Lead, coach, and develop a team of 5-8 CRM Account Executives focused on new business growth across SLG West
Recruit and retain top talent, promote high performers, and top-grade appropriately
Deliver accurate forecasts and pipeline inspection, and achieve quarterly and annual sales targets
Assist Field Sales Teams in closing opportunities and contributing to revenue
Build and execute the regional CRM go-to-market strategy with Sales Operations, including competitive positioning and market presence
Engage in territory design, quota setting, and setting clear performance expectations
Partner on account and territory planning, executive relationship development, and transformational CRM opportunities
Engage and align in C-level meetings and with agency leaders to understand constituent service, contact center, field operations, citizen experience, and other business priorities
Build cross-functional partnerships with Solution Consulting, Sales business units, Professional Services, Marketing, partners, and the ServiceNow executive team
Grow existing customers through Customer Business Reviews, adoption focus, and regular non-sales engagement

Requirements

What you’ll need

Candidates must be based in a major West Coast or Western US metro with a reasonable drive to a major airport
Sacramento or State of California strongly preferred
5+ years minimum in a dedicated people management role leading enterprise software AEs
10+ years of software or solutions sales experience, with a track record of high quota attainment and new business success
Relevant domain experience selling CRM, CX, Service, CCaaS, FSM, or other transferable front office applications
State & Local Government (public sector) sales experience, including navigating public procurement, contracting vehicles, and agency buying cycles
Experience working closely with the State of California and its agencies strongly preferred
Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving
Proven ability to build long-term, senior and C-level relationships and negotiate complex deals
Strong strategic, analytical, and financial planning skills, with ownership of accurate forecasting and opportunity inspection in CRM systems
Proven partner relationships and the ability to grow revenue through the partner ecosystem
Experience building self-motivated, collaborative teams with a “win as a team” culture
Willingness to travel up to 50%

Benefits

Comp & perks

Equity (when applicable)
Variable/incentive compensation
Health plans
Flexible spending accounts
401(k) Plan with company match
ESPP
Matching donations
Flexible time away plan
Family leave programs