Company Description 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. Job Description Lead a high-impact team of Solution Sales Executives driving ServiceNow's Operational Technology (OT) business across the Americas. This first-line leadership role combines strategic territory planning, consultative selling expertise, and team development to accelerate market penetration in critical industries including Manufacturing, Energy & Utilities, Life Sciences, and Transportation & Logistics. ServiceNow's Operational Technology solutions transform industrial operations by creating a unified source of truth and action for control systems and industrial processes. Built on the ServiceNow AI Platform, these solutions enable organizations to achieve operational excellence through intelligent automation, predictive analytics, and seamless integration across their industrial technology ecosystem. What You'll Do Lead and develop a team of OT Solution Sales Executives, driving performance through coaching, enablement, and strategic account planning aligned with territory objectives Architect territory strategies that maximize vertical alignment, prioritize high-value accounts, and systematically identify OT use cases across target industries Partner with Core Account Executives during account planning to provide strategic recommendations on OT opportunities, ensuring alignment with Now Value principles and customer outcomes Enable customers to envision the transformative potential of industrial digital transformation by articulating value propositions that resonate with both technical and executive stakeholders Collaborate cross-functionally with Solution Consultants, Specialists, Product Management, and Partner teams to ensure cohesive go-to-market execution and product feedback alignment Build foundational OT knowledge across Account Executives, SDRs, and specialist teams, enabling them to identify opportunities and contribute effectively throughout the sales cycle Drive pipeline creation and opportunity conversion through disciplined forecasting, deal coaching, and execution rigor while maintaining visibility into team performance and deal progression Champion diversity, inclusion, and belonging within your team and across the broader sales organization, fostering an environment where all team members can thrive Qualifications What You Bring 7+ years of enterprise technology sales experience with proven expertise in solution-based selling, preferably in industrial automation, OT/IT convergence, or adjacent domains Demonstrated success leading or influencing sales teams in complex, matrixed organizations with ability to drive results through influence and collaboration Deep understanding of industrial operations and the business value of digital transformation in manufacturing, life sciences, energy, utilities, or logistics environments Track record building relationships and navigating decentralized decision-making across operational technology, IT, engineering, and C-suite stakeholders in industrial organizations Strategic thinking and analytical capabilities to assess market opportunities, prioritize investments, and articulate ROI for specialty solutions Exceptional communication and executive presence with ability to translate complex technical concepts into compelling business value narratives Experience coaching sellers on value-based selling methodologies and driving adoption of structured sales processes Additional Information 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 globaltalentss@servicenow.com 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. From Fortune. ©2025 Fortune Media IP Limited. All rights reserved. Used under license.

Working at Atlassian Atlassians can choose where they work - whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. About the role Atlassian is on a mission to unleash the potential of every team. As an Enterprise Solutions Senior Sales Manager , you'll lead a team of enterprise sellers focused on our largest and most strategic customers. You'll be responsible for driving new ARR, multi-product expansion, and long-term adoption of Atlassian's service management solutions. You'll combine strong sales leadership, solution selling, and operational, coach your team on complex enterprise deals, and partner closely with Solutions Engineering, Advisory Services, Channel, and Product to deliver customer outcomes. You will report into the Solutions Sales leadership and play a key role in shaping how Atlassian wins in the enterprise segment. What you'll do (Key Responsibilities) 1. Lead and develop a high-performing enterprise sales team Manage and develop a team of Enterprise Account Executives focused on strategic and enterprise accounts. Set clear expectations, provide regular coaching, and run effective 1:1s, pipeline reviews, and deal strategy sessions. Build a culture of accountability, collaboration, and continuous improvement aligned to Atlassian values. 2. Own revenue, pipeline, and forecasting for your business Own ARR, expansion, and retention targets for your region/segment. Build and execute territory and account plans that drive multi-year growth across the enterprise segment. Maintain accurate pipeline and forecast in Salesforce or internal sales tools; proactively identify risk and upside and take corrective action. 3. Drive complex, multi-product enterprise deals Guide your team through complex sales cycles involving multiple stakeholders (C-suite, IT, business leaders, procurement, legal). Coach reps on value-based, solution-oriented selling that ties Atlassian's platform to customer business outcomes. Partner with Deal Desk, Legal, and Finance to structure scalable, compliant, and mutually beneficial commercial agreements. 4. Champion Atlassian's Enterprise Solutions Ensure your team can articulate Atlassian's service management solution narratives and how they fit into a customer's operating model. Collaborate with Solutions Engineering, Enterprise Solutions Strategists, and Advisory Services to shape solution strategy and delivery for key accounts. Use customer feedback and competitive insights to influence product and solution roadmaps. 5. Partner across GTM and the ecosystem Work closely with Core selling teams, Marketing, Customer Success, Channel/Alliances, and Services to run integrated plays into target accounts. Leverage partners to extend Atlassian's reach, accelerate implementations, and drive adoption and expansion. Align with regional and global Enterprise Sales leadership on coverage, segmentation, and go-to-market strategy. 6. Operational excellence and governance Run a disciplined sales operating rhythm: QBRs, forecast calls, account reviews, and deal reviews. Ensure adherence to Atlassian policies on pricing, discounting, deal registration, and approvals. Track and report on key performance metrics; use data to diagnose issues and optimize performance. About you (Qualifications) Compensation At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. To support this goal, the baseline of our range is higher than that of the typical market range, but in turn we expect to hire most candidates near this baseline. Base pay within the range is ultimately determined by a candidate's skills, expertise, or experience. In the United States , we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are: Zone A: USD 267300 - USD 328900 Zone B: USD 241200 - USD 296010 Zone C: USD 222300 - USD 272987 This role may also be eligible for benefits, bonuses, commissions, and equity. Please visit go.atlassian.com/payzones for more information on which locations are included in each of our geographic pay zones. However, please confirm the zone for your specific location with your recruiter. Benefits & Perks Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits . About Atlassian At Atlassian, we're motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together. We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines. To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them. To learn more about our culture and hiring process, visit go.atlassian.com/crh .

• Lead commercial discussions with senior stakeholders and executive decision-makers • Assess organisational requirements and determine strategic fit • Represent the firm with professionalism and credibility across international markets • Manage written follow-up communication, including summaries and supporting materials • Coordinate closely with internal teams to ensure accurate onboarding • Maintain client communication until full handover to the recruitment team • Contribute to strengthening commercial performance across the European region

Brightcove is revolutionizing the way organizations deliver video experiences. We’re offering an opportunity for a Senior Sales Director to partner with some of the world’s most iconic brands, helping them achieve their marketing goals through our cutting-edge products and services. Position Overview: We’re seeking a highly accomplished and well-connected sales leader to take on a senior role in driving our growth. This individual will bring a deep passion for technology and a proven ability to build and manage relationships with large-scale Media customers. The ideal candidate has a strong track record of consistently meeting or exceeding revenue targets, preferably within the enterprise SaaS platform space, and specifically selling into the media vertical. We’re looking for someone who is motivated, disciplined, collaborative, and creative—an exceptional communicator and negotiator who thrives in fast-moving environments. This role is responsible for accelerating revenue, increasing adoption, and expanding market penetration within your segment. Please note: candidates with a background primarily in advertising sales will not be a fit for this position. Job Responsibilities: Build, implement, and own a robust sales pipeline to manage lead intake, outbound activity, prioritization, and performance metrics. Develop and maintain strong executive-level relationships (C-suite, VP, Director) across organizations and industry sectors. Craft and deliver compelling value propositions that demonstrate the advantages of the Brightcove platform. Leverage a virtual territory team to execute sales objectives. Prepare deal overviews and contract summaries for stakeholders. Qualifications/Experience Required: USA Brightcove Base Salary Range $150,000 — $165,000 USD