Director, CRM Sales – State & Local Government (West)

What you get to do in this role: As Director, CRM Sales for State & Local Government (SLG) West, you will lead a team of Prime CRM Account Executives driving new business and expansion across public sector customers across the Western US.  What you get to do in this role • Lead, coach, and develop a team of 5-8 CRM Account Executives focused on new business growth across SLG West • Recruit and retain top talent, promote high performers, and top-grade appropriately • Deliver accurate forecasts and pipeline inspection, and achieve quarterly and annual sales targets • Proactively contribute to opportunity and revenue by assisting Field Sales Teams in closing • Build and execute the regional CRM go-to-market strategy with Sales Operations, including competitive positioning and market presence • Actively engage in territory design, quota setting, and setting clear performance expectations  • Partner with your team on account and territory planning, executive relationship development, and pursuit of transformational CRM opportunities • Engage and align effectively in C-level meetings and with agency leaders to understand constituent service, contact center, field operations, citizen experience and other key business priorities • Build effective cross functional partnerships with Solution Consulting, other Sales BUs, Professional Services, Marketing, our Partner community and the ServiceNow executive team • Grow existing customers through Customer Business Reviews, adoption focus, and regular non-sales engagement Location:  Candidates must be based in a major West Coast or Western US metro with a reasonable drive to major airport. Sacramento or State of California strongly preferred. To be successful in this role you have: • 5+ years minimum in a dedicated people management role leading enterprise software AEs • 10+ years of software or solutions sales experience, with a track record of high quota attainment and new business success • Relevant domain experience selling CRM, CX, Service, CCaaS, FSM, or other transferable front office applications • State & Local Government (public sector) sales experience , including navigating public procurement, contracting vehicles, and agency buying cycles • Strongly preferred: experience working closely with the State of California and its agencies • AI Fluency:  Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving, including AI-powered tools, workflow automation, AI-driven insights, or AI’s potential impact on the function or industry • Proven ability to build long-term, senior and C-level relationships and negotiate complex deals • Strong strategic, analytical, and financial planning skills, with ownership of accurate forecasting and opportunity inspection in CRM systems • Proven partner relationships and the ability to grow revenue through the partner ecosystem • Experience building self-motivated, collaborative teams with a “win as a team” culture • Willingness to travel up to 50% JV20 For positions in this location, we offer a base pay of $153,750 - $253,700 , 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 bas