A specialist digital services firm is expanding its commercial team and is looking to hire a Sales & Business Development Manager to drive growth across ServiceNow professional services.
This is a quota-carrying, services-led sales role focused on originating, converting, and expanding consulting, implementation, and managed services engagements. The successful candidate will take full ownership of pipeline creation through to signed Statements of Work and long-term account expansion.
What Success Looks Like
- Consistently generating and converting qualified opportunities into signed professional services engagements
- Landing initial paid work (discovery, assessments, implementations, AMS) and expanding scope across additional workflows
- Building trusted relationships with senior stakeholders across IT, HR, Security, and Procurement
- Running a structured sales cadence with strong forecasting and pipeline governance
Key Responsibilities
End-to-End Sales Ownership
- Lead the full lifecycle for ServiceNow services opportunities: qualification, solution definition, commercial structuring, proposal/SOW creation, negotiation, close, and transition to delivery
- Drive deal momentum through phased engagement models (assessment MVP rollout optimisation)
- Proactively manage pipeline health, deal progression, and qualification discipline
- Map stakeholders, decision processes, buying triggers, and procurement requirements early in the cycle
Services & Solution Selling
- Sell advisory, implementation, enhancement, and managed services across ServiceNow workflows such as ITSM, HRSD, CSM, ITOM, SecOps, and GRC
- Work closely with architects and delivery leaders to shape scope, effort, assumptions, risks, and delivery timelines
- Ensure proposals are commercially robust, covering pricing, margins, milestones, acceptance criteria, and change control
Account Growth & Retention
- Own and develop key accounts through structured account planning and regular business reviews
- Identify opportunities for expansion including new workflows, automation use cases, integrations, and optimisation initiatives
- Maintain strong client confidence through clear expectation-setting during pre-sales and handover
Ecosystem & Go-to-Market Alignment
- Collaborate with ServiceNow account teams and partners on joint pursuits and co-selling activities
- Support events, campaigns, and marketing initiatives with measurable pipeline contribution
Sales Governance & Forecasting
- Maintain accurate CRM data including deal stages, next steps, risks, and close dates
- Provide regular pipeline and forecast updates with a clear focus on conversion and closure
Experience & Background
- 7+ years of B2B sales experience, including 3+ years selling ServiceNow services (or comparable enterprise platforms with a services-led model)
- Demonstrated success closing paid discovery, implementation SOWs, and AMS retainers
- Strong commercial acumen covering pricing, margin control, scope management, and negotiation
- Experience selling into enterprise and upper mid-market organisations, including complex procurement and RFP-led processes
- Comfortable translating technical delivery scope into clear business outcomes
Key Capabilities
- Consultative, outcome-focused sales approach with executive-level presence
- Strong ownership mindset with disciplined pipeline management
- Confident stakeholder engagement and objection handling
- Ability to clearly articulate the value of services (time-to-value, adoption, governance, measurable outcomes), not just platform features
