Director -Commercial Sales

This is a senior sales leadership role responsible for building and running a high-performing commercial sales team across India's commercial (non-named) account segment. You will own the new business target for India for the Commercial Segment, setting the strategy, designing the territory model, and coaching your team to execute a disciplined sales motion across a portfolio of accounts. You will also ensure a close liaison with the ServiceNow Partner team as well as with a set of focused partners across the region, who will help with demand generation and sales progression in this segment. You will operate at the intersection of sales leadership, partner strategy, and India market expertise, working cross-functionally with your own team, Partner Managers, Marketing, Pre-Sales, and Excellence groups to ensure your team has everything needed to win. What you get to do in this role: Team leadership and development: Hire, onboard, and develop a commercial sales team across India's industry verticals. Set clear performance expectations, run structured 1:1s and pipeline reviews, and coach reps through complex deal cycles. Build a high-accountability, high-support team culture aligned to ServiceNow's values. India partner-led sales strategy: Define the partner led go-to-market strategy for India's non-named account segment. Determine territory design, industry vertical coverage (FSI, MRD, TMT, Public Sector), and partner selection criteria. Translate strategy into executable territory plans with each PSM and ensure quarterly execution discipline. Revenue ownership: Own and deliver the team's new business quota for India. Maintain accurate pipeline visibility, manage forecast calls, and take early corrective action on coverage gaps. Identify and escalate deal risks while keeping momentum on the team's top opportunities. Partner ecosystem leadership: Work with the ServiceNow Partner Manager Group to shape the right partner mix for India by industry vertical, geography within India, and solution capability. Elevate partner relationships at the leadership level, supporting your PSMs in building strong working relationships with selected partners' sales teams. Demand generation and pipeline creation: Collaborate with the Partner Marketing Group to build and execute joint demand generation programmes across India's key verticals and partner ecosystem. Ensure pipeline creation targets are met through a balanced mix of partner-led events, digital campaigns, and direct prospecting with your team. Executive engagement and deal support: Engage directly with C-suite and senior buyer stakeholders on strategic opportunities both to advance deals and to model the right level of executive engagement for your PSMs. Support the team in navigating complex, multi-stakeholder deal cycles with partner and internal pre-sales resources. India market and industry expertise: Bring credible knowledge of India's enterprise technology landscape across key verticals FSI, MRD, TMT, and Public Sector. Understand the competitive dynamics, procurement patterns, partner ecosystem maturity, and digital transformation priorities specific to India's commercial market. Reporting and business rhythm: Establish and maintain a regular operating cadence of weekly pipeline reviews, monthly business reviews, and quarterly planning sessions with your team, partners, and APAC leadership. Provide clear, data-driven reporting on team performance, pipeline health, and market trends.

To be successful in this role you have: Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry. Sales leadership track record: 8 to 12+ years in B2B technology sales, including 3 to 5+ years leading a sales team with direct quota ownership. Experience is Commercial Sales w