Director Sales, Data and AI EMEA North

Our Solution Sales organisation is comprised of multiple specialist sales teams who bring domain expertise around different use cases, addressing key personas beyond IT, as we continue to expand and diversify the power of the ServiceNow platform with our customers.

The Director Sales, Data and AI EMEA North, is a key leadership appointment within our Solution Sales and EMEA North organisation.   Accountable to the Area VP in EMEA North, the successful candidate will have a major impact on our future success.  Data, Analytics and AI are the cornerstone of how we enable transformation for our customers using the ServiceNow platform

Role:

To lead your business in achieving and exceeding sales quotas for the Region on a quarterly and annual basis by:

• Driving the sales strategy for Data, Analytics & AI across EMEA North (Netherlands, BeLux, Denmark, Sweden, Norway, Finland & Baltics) supported by a clear execution plan.
• Building and scaling a team of direct Sales Executives to drive rapid new business sales growth in the region (this could be expansion into existing ServiceNow customers or net new logos).
• Coaching and mentoring team members on an ongoing basis to drive excellence, and so the individual contributors can act as trusted advisors for AI-Ready Data by understanding each customer’s current and future data and analytics strategy, including governance, AI/ML adoption, and modernisation of their data ecosystem.
• Leading your organisation and the wiser ServiceNow ecosystem in EMEA North to build an AI-Ready vision with C-Suite personas such as Chief Data Officers, Chief AI Officers, Chief Architects and CIOs in discovery conversations and value-based discussions that link data and analytics strategy to business transformation outcomes.
• Building effective working relationships and collaborating closely with Regional Account Teams, the Solution Consulting organisation, other Business Units (such as Customer, Employee, IT, Risk/Security and Platform), Professional Services, Marketing, our Partner ecosystem and the ServiceNow executive team to deliver integrated, outcomes-based solutions that leverage the full company portfolio.
• Presenting thought leadership at customer briefings, partner events, industry conferences, and executive forums to influence the customers perspective of our credibility in data, including the market narrative around data, analytics, and AI adoption.
• Understanding and collaborating closely with the regional partner ecosystem by enabling partners on solution value, developing joint go-to-market motions, and ensuring customers benefit from a cohesive experience, and to support ServiceNow’s growth ambitions.
• Driving an emphasis on high-value, strategic that create opportunities both for new business and long-term expansion.
• Coaching your team to lead the sales process from prospecting and pipeline generation to opportunity management, negotiation, and closure.
• Managing and reporting accurate forecasts and pipeline management within the business
• Defining territories and quotas for the sales team and effectively communicating to set performance expectations accordingly.
• Leading your organisation through detailed and structured territory planning, relationship development and opportunity management to support all the above.

To be successful in this role you have:

• Proven Enterprise Sales Leadership Experience with a history of over-achievement in software or platform sales, ideally in Data, Analytics, Cloud, or AI-driven solutions.
• Demonstrable success in recruiting, coaching and managing an exceptional sales team.
• Data & Analytics domain expertise: A strong understanding of Data Platforms, AI/ML, Business Intelligence, Analytics strategies, and Governance frameworks. Hands-on experience positioning solutions that directly impact a customer’s data-driven transformation journey.
• C-Suite Engagement Skills: Ability to engage, influence, and build trusted partnerships with senior executives, particularly CDOs, CAOs, CIOs, and CTOs. Demonstrated success in co-creating vision and strategy at the executive level – and in coaching others to do the same.
• Solution Selling skills: Experience in consultative and complex sales processes, orchestrating multi-stakeholder engagements, and leading cross-functional pursuit teams.
• Technical & Business Acumen: Ability to bridge technical detail with business value, translating complex data/AI concepts into clear outcomes and ROI.
• Proven Track Record: Consistently exceeded quota and grown territory or accounts in a competitive enterprise environment.
• Strong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals.
• Collaboration & Leadership: Strong teamwork, storytelling, presentation, and facilitation skills; ability to align internal teams and partners behind a shared customer vision.  
• Talent Development: Champion and promote top performers, while addressing instances of low performance.  Constantly develop and coach sales team to be self-motivated and embracing a culture of collaboration, enthusiasm, and overachievement.
• Industry Insight: Awareness of Data, Analytics & AI trends, and the ability to bring forward insights that shape customer thinking.
• Sales execution mastery:  Experienced in driving the sales process using proven methodologies, and driving effective working relationships with Sales Operations.  Ensure accurate CRM hygiene including current and future quarterly forecasts and opportunity review.
• Education: Bachelor’s degree in Computer Science, Engineering, Data Science, Business, or related field (MBA or equivalent advanced degree preferred).
• Travel: Willingness to travel regionally (up to 40–50%) to engage with customers, partners, and internal teams.