The Senior Business Development Manager will drive AI growth strategies, collaborating with teams and engaging C-level customers to enhance market success and execute initiatives.
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
We are on a journey to innovate across ServiceNow's go-to-market (GTM), delight our customers, and fuel our unparalleled climb to $30B. ServiceNow's unique positioning to drive exponential productivity with AI is accelerating our climb! With this rapid scale and dynamic growth we're hiring Business Development Managers to capture this generational moment and uncork the AI business.
As a Senior sales Business Development Manager for Gen AI, you will play a pivotal role in helping sales leadership define, shape and execute Gen AI strategies within their business. You will help role out initiatives that contribute to market success of ServiceNow's Agentic AI products and will work closely with our Major Area leadership to define and execute Go-To-Market (GTM) priorities for Agentic AI and Gen AI across all elements of the integrated ServiceNow Platform.
In this role, you will drive cross-functional collaboration to execute strategic initiatives, help uplevel the AI proficiencies of the core team and engage with key pursuits and Accounts. This role requires a seasoned professional with sales leadership, business development, strategy and operations expertise. The candidate must be able to combine AI domain expertise with sales execution excellence to quickly drive action and deliver measurable results.
Successful candidates must be self-starters with a consistent track record of exceeding quota in a fast-paced sales environment, especially for new and incubating technologies. They will have superb leadership skills, high level of integrity, coaching acumen, strong executive presence and communication skills, and a passion for winning as a team. They will exemplify the "Hungry and Humble" ServiceNow mantra to extend the reach and influence of our field teams.
What you get to do in this role:
Develop and execute growth strategies at regional level in conjunction with adjacent functional leaders (Field Sales and Pre-Sales Leadership, Marketing, Alliances & Channels, Professional Services and Sales Operations teams) to effectively scale our AI business.
Collaborate closely with Public Sector Major Area leadership to align priorities and business objectives. Help build, manage and report on the AI forecast and pipeline.
Contribute to a high powered global team of Gen AI BDM specialists by sharing best practices and supporting your teammates.
Partner with our Partner and Channel organization to build a sell to, with and through model for AI in your territory.
Monitor industry developments, competitor activities, emerging trends, potential business opportunities, and customer requirements to provide feedback and insights that inform product managers and leadership.
Help coach the core teams with deep AI expertise to identify specialty solution opportunities and help manage the sales cycle.
Partner cross-functionally to design, build and execute the AI sales growth strategy across all product workflows and all sales geographies.
Establish & drive sales best practices across the organization including reference accounts, demand gen activities, repeatable sales plays, enablement and partner activation.
Be a trusted advisor and leader across the team, be a go-to expert for EBCs, and a respected presenter in sales and market conferences.
Engage directly with customers at C-level to champion large deals and ensure success.
Qualifications
Qualifications
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.
Strong proficiency with AI sales as a Sales, SC or practitioner of AI capabilities. Specialist sales experience is a plus. Deep AI and Automation solution experience is a must.
10+ years experience in technical consultative selling, account management, or sales strategy roles.
Sales experience in large, global software companies (2,000+ employees); skilled at operating in a matrixed sales environment.
Strong experience managing multi-tiered customer relationships, selling to large customers and establishing relationships at the C-suite level.
A consistent track record of meeting and exceeding team quotas.
Superior knowledge and demonstrated skills of sales techniques, customer interaction, customer relations.
Strong organization, communication, teamwork, presentation, problem solving and time management skills.
Proven track record in business development and strategic planning with VP level leadership
The ability to navigate and collaborate through complex opportunities.
A winning, can do attitude, strong work ethic, humility and excellent team building communication and listening skills.
The willingness and ability to travel 50% of the time.
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.
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
We are on a journey to innovate across ServiceNow's go-to-market (GTM), delight our customers, and fuel our unparalleled climb to $30B. ServiceNow's unique positioning to drive exponential productivity with AI is accelerating our climb! With this rapid scale and dynamic growth we're hiring Business Development Managers to capture this generational moment and uncork the AI business.
As a Senior sales Business Development Manager for Gen AI, you will play a pivotal role in helping sales leadership define, shape and execute Gen AI strategies within their business. You will help role out initiatives that contribute to market success of ServiceNow's Agentic AI products and will work closely with our Major Area leadership to define and execute Go-To-Market (GTM) priorities for Agentic AI and Gen AI across all elements of the integrated ServiceNow Platform.
In this role, you will drive cross-functional collaboration to execute strategic initiatives, help uplevel the AI proficiencies of the core team and engage with key pursuits and Accounts. This role requires a seasoned professional with sales leadership, business development, strategy and operations expertise. The candidate must be able to combine AI domain expertise with sales execution excellence to quickly drive action and deliver measurable results.
Successful candidates must be self-starters with a consistent track record of exceeding quota in a fast-paced sales environment, especially for new and incubating technologies. They will have superb leadership skills, high level of integrity, coaching acumen, strong executive presence and communication skills, and a passion for winning as a team. They will exemplify the "Hungry and Humble" ServiceNow mantra to extend the reach and influence of our field teams.
What you get to do in this role:
Develop and execute growth strategies at regional level in conjunction with adjacent functional leaders (Field Sales and Pre-Sales Leadership, Marketing, Alliances & Channels, Professional Services and Sales Operations teams) to effectively scale our AI business.
Collaborate closely with Public Sector Major Area leadership to align priorities and business objectives. Help build, manage and report on the AI forecast and pipeline.
Contribute to a high powered global team of Gen AI BDM specialists by sharing best practices and supporting your teammates.
Partner with our Partner and Channel organization to build a sell to, with and through model for AI in your territory.
Monitor industry developments, competitor activities, emerging trends, potential business opportunities, and customer requirements to provide feedback and insights that inform product managers and leadership.
Help coach the core teams with deep AI expertise to identify specialty solution opportunities and help manage the sales cycle.
Partner cross-functionally to design, build and execute the AI sales growth strategy across all product workflows and all sales geographies.
Establish & drive sales best practices across the organization including reference accounts, demand gen activities, repeatable sales plays, enablement and partner activation.
Be a trusted advisor and leader across the team, be a go-to expert for EBCs, and a respected presenter in sales and market conferences.
Engage directly with customers at C-level to champion large deals and ensure success.
Qualifications
Qualifications
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.
Strong proficiency with AI sales as a Sales, SC or practitioner of AI capabilities. Specialist sales experience is a plus. Deep AI and Automation solution experience is a must.
10+ years experience in technical consultative selling, account management, or sales strategy roles.
Sales experience in large, global software companies (2,000+ employees); skilled at operating in a matrixed sales environment.
Strong experience managing multi-tiered customer relationships, selling to large customers and establishing relationships at the C-suite level.
A consistent track record of meeting and exceeding team quotas.
Superior knowledge and demonstrated skills of sales techniques, customer interaction, customer relations.
Strong organization, communication, teamwork, presentation, problem solving and time management skills.
Proven track record in business development and strategic planning with VP level leadership
The ability to navigate and collaborate through complex opportunities.
A winning, can do attitude, strong work ethic, humility and excellent team building communication and listening skills.
The willingness and ability to travel 50% of the time.
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.
Top Skills
AI
Automation Solutions
ServiceNow London, England Office
8 Salisbury Square, 6th Floor , London, United Kingdom, EC4Y 8BB
ServiceNow Staines, England Office
Strata Building, 1 Bridge Street, Ground Floor and First Floor , Staines, United Kingdom, TW18 4TP
Similar Jobs at ServiceNow
Artificial Intelligence • Cloud • HR Tech • Information Technology • Productivity • Software • Automation
The Principal Engagement Manager oversees project delivery, ensures governance, manages resources, and promotes customer success using ServiceNow's methodology.
Top Skills:
Ai ToolsServicenow
Artificial Intelligence • Cloud • HR Tech • Information Technology • Productivity • Software • Automation
The role involves producing new business sales revenue through account and territory planning, relationship development with C-suite executives, and leveraging AI solutions in sales.
Top Skills:
AICloud-Based TechnologySaaS
Artificial Intelligence • Cloud • HR Tech • Information Technology • Productivity • Software • Automation
The role involves generating new business sales revenue through account planning, developing C-suite relationships, and achieving sales targets, while also leveraging AI in processes.
Top Skills:
AISaaS
What you need to know about the London Tech Scene
London isn't just a hub for established businesses; it's also a nursery for innovation. Boasting one of the most recognized fintech ecosystems in Europe, attracting billions in investments each year, London's success has made it a go-to destination for startups looking to make their mark. Top U.K. companies like Hoptin, Moneybox and Marshmallow have already made the city their base — yet fintech is just the beginning. From healthtech to renewable energy to cybersecurity and beyond, the city's startups are breaking new ground across a range of industries.
