We are seeking a Manager of GBA to lead a team of Business Development Representatives (BDRs) within Service Now's Global Business Acceleration (GBA) organization. This role is responsible for coaching, performance management, and execution of a team that validates buying groups, qualifies decision-makers, and delivers high-quality pipeline opportunities.

The Manager ensures the team executes against qualification standards, buying group validation frameworks, and opportunity creation targets. You will build a high-performing, coaching-driven culture that converts marketing-generated demand into qualified pipeline while developing BDRs for career progression within Service Now.

This is a hands-on leadership role requiring in office presence, real-time coaching, and a relentless focus on activity discipline, conversion rates, and pipeline quality.

Key Responsibilities:

• Lead from the front as a highly hands-on people manager with daily in-office presence, coaching BDRs through live feedback, role plays, call listening, and real-time guidance

• Drive activity discipline and conversion excellence by reinforcing core KPIs daily, weekly, and quarterly to ensure consistent performance across prospecting, lead follow-up, and pipeline creation

• Forecast opportunity volume and pipeline contribution with precision, using stage progression and buying group validation to deliver quality pipeline

• Report performance trends and actionable insights to senior leadership with clarity and business impact

• Conduct structured coaching rhythms including weekly 1:1s, team meetings, forecast reviews, and development blocks to ensure execution and skill progression

• Develop future talent through readiness-based frameworks, preparing BDRs for promotion into Outbound SDR and Account Executive roles based on skill and performance

• Establish strong performance management cadences with weekly 1:1s, monthly reviews, and quarterly business reviews focused on KPI management, forecast accuracy, and data-driven coaching

• Collaborate across global GBA hubs to drive best-practice sharing, operational excellence, and strategic alignment on pipeline initiatives

• 5+ years of total experience in B2B sales, or 4+ Years in sales with 1+ Year in people management, preferably in SaaS or enterprise technology

• Strong coaching and people development skills with experience building structured feedback loops, performance improvement plans, and career progression frameworks

• Data-driven approach to performance management with experience forecasting pipeline, analyzing conversion metrics, and using KPIs to drive accountability

• Ability to manage remote or multi-site teams across AMS GBA hubs (San Diego, Waltham, West Palm Beach) with flexibility for travel as needed

• Familiarity with CRM and sales engagement platforms (Dynamics, Outreach, Sales Loft, or similar) and comfort leveraging AI-powered tools to enhance team productivity

• Experience in a fast-paced, high-growth environment with the ability to balance hands-on coaching with strategic planning

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 Service Now employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, Service Now may confirm the distance between your primary residence and the closest Service Now office using a third-party service.

Equal Opportunity Employer

Service Now 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 globaltalentss@servicenow.com 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), Service Now may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon Service Now obtaining any export license or other approval that may be required by relevant export control authorities.

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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 — Service Now 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.