Director Of Sales - Risk & Security Operations

Director Of Sales - Risk & Security Operations

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.

The Director Of Sales – Risk And Security Operations will drive the rapid growth of ServiceNow's Risk And Security Operations product lines across our region EMEA central including D, AT, CH and CEE. You will build, lead, and develop a high-performing team of Sales Executives while shaping the go-to-market strategy for a dynamic and expanding portfolio. This role requires a seasoned SaaS sales leader with a passion for building teams, winning new markets, and delivering strong revenue outcomes.

What You Get To Do In This Role

• Build, lead, and develop a team of Sales Executives to drive aggressive new-business growth in the region.

• Define and execute the regional sales strategy in partnership with Sales Operations, including competitive analysis and market planning.

• Actively engage in territory planning, account strategy, relationship development, and opportunity execution to support sales teams in closing business.

• Recruit, coach, mentor, and inspire team members to uphold high standards of performance.

• Establish territories and quotas while clearly communicating expectations to the team.

• Own and maintain accurate forecasting and pipeline reporting.

• Achieve quarterly and annual revenue targets.

• Lead effective engagement with C-level stakeholders to uncover and understand business requirements.

• Build strong cross-functional relationships with Solution Consulting, Business Units, Professional Services, Marketing, Partners, and the ServiceNow executive team.

• Retain and expand existing customer relationships through proactive, non-sales touchpoints and exceptional customer experience delivery.

To Succeed In This Role, You Bring:

• 3+ years of experience as a Sales Leader in a SaaS organization and 10+ years in the broader Tech/IT sector.

• Strong sales operations management capabilities, with proven experience leading sales processes and collaborating effectively with operations teams.

• Expertise in Cyber Security, DORA, NIS2, Business Continuity Management, and Integrated Risk Management.

• A track record of recruiting, developing, and leading high-performing sales teams; exemplary people leadership skills are essential.

• Experience leveraging AI tools or integrating AI into workflows, decision-making, or business processes.

• Proven success in new-business sales, including C-level presentations, negotiations, and complex deal execution.

• Strong strategic thinking, analytical, and financial-planning skills with consistent quota achievement.

• Ownership of accurate CRM reporting, including forecasting, pipeline inspection, and opportunity management.

• Ability to articulate the broader "big picture" and understand IT business drivers.

• Demonstrated ability to build long-term relationships with C-suite executives.

• Agility and effectiveness in fast-paced, high-growth environments.

• Strong business and financial acumen.

• A leadership approach that fosters collaboration, enthusiasm, accountability, and continuous improvement.

• Experience working with partners to expand territory coverage and accelerate pipeline generation.

• Ability to drive effective pipeline creation through marketing and partner initiatives.

• Fluency in English and German, with regional travel required.

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