Mgr, Global Business Acceleration

Hiring Locations:

Addison – Atlanta – Autin – Boston – Chicago – Columbus – Dallas – Denver – Houston – Huntsville – Jersey City – Kirkland – Los Angeles – Minneapolis – Mountain View – Nasville – New York – Orlando – Philadelphia – Phoenix – Pleasnton – Portland – Releigh – San Diego – San Francisco – Santa Clara – Seattle – Vienna – Waltham – Washington, D.C. – West Palm Beach

We are seeking a Manager of GBA to lead a team of Business Development Representatives (BDRs) within ServiceNow’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 ServiceNow.

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

Qualifications
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, SalesLoft, 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