Director, Sales Onboarding Delivery

Director, Sales Onboarding Delivery

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 Global Learning & Development (GLD) team is looking for a Director, Sales Onboarding Delivery to lead and elevate the quality, credibility, and consistency of onboarding experiences for our global sales organization through the ServiceNow Sales Academy. This role is accountable for the quality of onboarding delivery globally and for building a high-performing, trusted Sales Trainer team.

This is a people-first leadership role. While the Director will occasionally facilitate high-impact sessions (approximately 15–20% of the role), the primary mandate is to lead through others by setting clear delivery standards, strengthening sales acumen on the team, and holding trainers accountable to performance.

The Director is expected to lead with an AI-first mindset, embedding AI expertise and tools into how onboarding is delivered, observed, coached, and continuously improved. This leader sets expectations for how Sales Trainers use AI to prepare sessions, personalize learning, coach sellers, and assess readiness, partnering closely with GLD, GTM, and Sales teams to ensure alignment with evolving go-to-market priorities.

Primary Responsibilities

• Lead, coach, and develop a global team of Sales Trainers, setting clear expectations for sales credibility, facilitation excellence, coaching effectiveness, and AI-first behaviors.
• Establish and enforce global onboarding delivery standards, ensuring consistent, high-quality experiences across regions.
• Raise the sales acumen and enterprise selling fluency of the trainer team through active coaching, observation, feedback, and performance management.
• Facilitate select, high-impact onboarding moments (approximately 15–20%), modeling best-in-class sales facilitation and AI-enabled coaching.
• Embed AI-native tools into onboarding delivery, trainer workflows, and coaching practices, partnering with AI-Native, GTM, and Enablement teams.
• Use learner feedback, performance data, and AI-driven insights to continuously improve delivery quality, seller readiness, and scalability.
• Partner cross-functionally to align onboarding delivery with sales methodology, GTM strategy, and global readiness priorities.
• Provide Sales and Enablement leaders with clear insights into trainer performance, onboarding effectiveness, and seller readiness trends.
• Work across global time zones to support regional teams and deliver experiences as needed.

To be successful in this role you have:

• 8–12+ years in Sales Enablement, Sales Training, or Enterprise SaaS sales, with direct people leadership experience.
• Proven success leading and developing teams in a performance-driven, customer-facing environment.
• Demonstrated ability to lead with empathy and values-based leadership, building trust and psychological safety while delivering clear, actionable feedback.
• Deep understanding of enterprise sales cycles, value selling, MEDDICC/MEDDPICC, Challenger, buyer alignment, and customer value realization
• Strong sales credibility, with the ability to coach others on real customer conversations and complex deal execution.
• Demonstrated ability to lead teams through AI adoption and behavior change, setting clear expectations and coaching against outcomes
• Excellent executive presence, communication, and storytelling skills; able to translate strategy into clear standards and action.
• Comfort operating in ambiguity and partnering across global teams and time zones.
• Familiarity with modern enablement and sales systems (Zoom, Teams, LMS platforms, Seismic, Intrepid, CRM platforms such as Salesforce or Dynamics).

JV20

For positions in this location, we offer a base pay of $180,900 - $316,600, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.