Sales Operations and Business Analytics Manager, GTM Operations



Sales & Business Development, Operations, Data Science
Austin, TX, USA
Posted on Wednesday, June 5, 2024

Company Description

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you.

With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies™.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

Job Description

The Role

The Sales Operations and Business Analytics Manager, GTM Operations, is a strategic business partner to Global Industries and Global Public Sector SVPs, managing support functions essential to GTM productivity. These include forecasting, analytics and insights to generate and progress sales pipeline, planning, reporting, quota setting and management, sales process optimization, sales on-boarding, and sales compensation design and administration.

This role will report to the Director, GTM Operations and partner closely with GTM Operations & Monetization peers to establish and execute a strong operational cadence, generate business insights and drive strategic initiatives.

This role is expected to serve as a catalyst for change and actively work towards realizing a shared vision for transformation alongside its stakeholders.

What you get to do in this role:

  • Drive the GTM/Sales operation cadence for Global Industries and Global Public Sector businesses and handling executive-level special projects and working collaboratively and cross-functionally with other global functions and business teams
  • Drive the weekly top-line forecast process including weekly forecast emails, performing pipeline reviews and establish best practices and methodologies for forecast accuracy, and driving adoption of forecasting tools and dashboards
  • Develop dashboard requirements to provide visibility to pipeline and transactions and performance against metrics, aligned to global standards. Focus on clean, accurate reporting as business complexity grows
  • Provide weekly, monthly, and quarterly reporting metrics, and analytics/insights in support of meeting key sales initiatives and targets
  • Manage the annual planning, territory and quota setting process
  • Provide input to senior leadership in the development of sales incentive compensation programs, and partner with finance on administration to ensure accurate and timely payments to program participants
  • Partner with Sales Managers and Account Executives/Managers to identify opportunities to increase revenue, improve salesforce efficiency, and scale our business effectively


Our ideal candidate:

  • Proven experience of GTM/Sales Operations and Business Analytics in a software sales organization or relevant work experience, including project and budget management with demonstrated track record delivering business and organizational outcomes
  • Team Player with positive attitude ready to work in a fast-paced environment
  • Excellent analytical and problem-solving skills with ability to drive conflict resolution
  • Excellent interpersonal, written and verbal communication
  • Ability to work in an aggressive, fast paced environment managing multiple priorities
  • Organized, hands-on with excellent attention to detail
  • Self-Starter. Able to problem solve and troubleshoot through to resolution
  • Sharp business judgment, ability to see "big picture" and to prioritize
  • High energy, strong work ethic, disciplined execution skills, willingness to do whatever it takes to deliver results

Additional Information

ServiceNow is an Equal Employment 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.

At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office.

If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at [email protected] for assistance.

For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government.

Please Note: Fraudulent job postings/job scams are increasingly common. Click here to learn what to watch out for and how to protect yourself. All genuine ServiceNow job postings can be found through the ServiceNow Careers site.

From Fortune. © 2022 Fortune Media IP Limited All rights reserved. Used under license.

Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of, ServiceNow.