Sales Planning Project Manager

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.

What you get to do in this role:

• Partner with Sales leadership and cross-functional GTM stakeholders to configure and validate the annual GTM plan — including Territory Hierarchy design, Account-to-Territory assignments, Quota cascade, and Personnel alignment — ensuring every Geo Managed resource is set up for success from Day 1 of each fiscal period (New Year Readiness). 
• Own end-to-end project management of planning workstreams — sequencing activities in logical order to hit defined outcomes, building and maintaining process documentation, delivering regular status updates to stakeholders, and proactively surfacing blockers to keep initiatives on track and on time. 
• Govern account assignment integrity — managing Global and Domestic Parent relationships, Account-to-Territory error resolution, and TER98/TER99 account classification — to reduce data quality errors and ensure sellers are working clean, accurate account lists. 
• Generate and maintain headcount, territory, and quota reports — including T&Q status, Partner Deal Registration, and BID attainment — surfacing KPIs against historical benchmarks and leveraging AI tools to automate recurring report production. 
• Support the Budget ID (BID) management and change request process — processing backfill, modification, and reallocation requests within defined SLA tiers, maintaining governance standards across SURF, Anaplan, and downstream compensation systems. 
• Partner cross-functionally with FBOs, Finance, SC Operations, and the COO Office to translate GTM strategy into operational plans — ensuring coverage decisions, resource moves, and account changes are executed with accuracy and documented for audit and governance purposes. 
• Build and maintain standardized process documentation for run-the-business activities — including territory change workflows, onboarding assignment flows, and account move policy — creating scalable, repeatable playbooks that reduce reliance on tribal knowledge. 
• Maintain data integrity across planning and CRM systems — Anaplan, Sales CRM, Pigment, and Smart Recruiters — validating employee count, account assignments, and hierarchy configurations to ensure operational accuracy throughout the headcount lifecycle. 
• Leverage AI tools (Claude, Copilot, and approved ServiceNow AI products) to build scalable, repeatable reporting and planning workflows — reducing manual effort by ≥20% on key recurring tasks. 
• Support transformational system projects including Pigment go-live as HC-to-Plan system of record, Anaplan real-time capacity planning evolution, and SURF/Sales CRM transition activities.

Required: 

• Bachelor's degree in Business, Finance, Economics, or a related analytical field. 
• 2–4 years of proven experience in Sales Operations, Revenue Operations, or a GTM planning function within a software or SaaS organization. 
• Strong analytical skills — comfortable building models, interpreting data, and translating analysis into clear recommendations for business stakeholders. 
• Advanced proficiency in Excel; working knowledge of Python or SQL is a plus and will accelerate impact in this role. 
• Proficiency with AI tools (e.g., Claude, Copilot, or similar) and their application in automating planning workflows. 
• Project management discipline — organized, detail-oriented, and capable of managing multiple concurrent workstreams in a fast-paced environment. 
• Effective communicator, both written and verbal, with the ability to simplify complex operational data for diverse audiences including field leadership. 
• Collaborative team player with a proactive, solutions-oriented mindset. 

Preferred:

• Experience with planning systems such as Anaplan, Pigment, Miro, CRM systems, or similar enterprise platforms. 
• Hands-on experience building AI agents using Claude or similar large language model platforms to automate workflows, generate structure outputs, or surface operational insights 
• Exposure to territory and quota design processes, including hierarchy management and quota cascade logic. 
• Demonstrated ability to identify automation opportunities and execute process improvements with measurable outcomes. 
• Familiarity with ServiceNow's GTM model, product portfolio, or sales segment structure.

 

JV20

For positions in this location, we offer a base pay of $94,000 - $155,100, 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.

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements. 

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance. 

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities. 

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