Role Description As an Retirement Sales Director , you will be responsible for driving growth through new retirement plan sponsor acquisition, with a primary focus on mid-to-large market plans ($50M+ in assets). In this role, you will develop and execute a territory business plan designed to achieve ambitious sales, AUM, and market share goals across your assigned geography. You will serve as a key external representative, building and expanding relationships with retirement plan consultants, advisors, brokers, and plan sponsors. This is a highly consultative, relationship-driven sales role that requires deep retirement industry knowledge, disciplined pipeline management, and close collaboration with internal partners to deliver comprehensive retirement solutions and exceptional client outcomes. What you'll be doing - Drive Growth & New Business Acquisition - Lead new retirement plan sponsor acquisition with a focus on plans with $50M+ in assets. - Develop and execute a territory and prospecting strategy to meet or exceed annual sales and AUM targets. - Identify, qualify, and cultivate prospective plan sponsors through proactive outreach, referrals, networking, and consultant relationships. - Manage the full sales cycle, from initial engagement through finalist presentations, pricing, contract negotiation, and close. - Build and Deepen Influencer Relationships - Build, maintain, and grow strong relationships with retirement plan consultants, advisors, brokers, and other centers of influence impacting mid to large market plan decisions. - Increase territory penetration by strengthening partnerships with influential specialists and consulting firms. - Position the organization as a preferred retirement provider through consistent engagement, education, and thought leadership. - Deliver Consultative Retirement Solutions - Conduct needs based discovery with plan sponsors to understand fiduciary objectives, plan design, investments, participant outcomes, and service expectations. - Present tailored retirement solutions, including recordkeeping, investments, managed accounts, and financial wellness offerings. - Clearly articulate value propositions around fiduciary governance, plan outcomes, fee reasonableness, and participant engagement. - Territory & Sales Execution Excellence - Manage a large geographic territory, executing external wholesale sales programs that drive revenue and market share growth. - Conduct in person and virtual meetings such as due diligence sessions, consultant updates, one on one meetings, and industry sponsorships. - Represent the organization at industry conferences, client events, and networking functions. - Maintain accurate pipeline, activity tracking, and forecasting in CRM and sales reporting systems. - Forecast sales activity and revenue with discipline, transparency, and accountability. - Effectively manage expense budgets to maximize territory coverage and sales impact. - Collaboration & Operational Discipline - Partner closely with internal stakeholders including operations, product, client service, core market counterparts, and consultant relations teams to support opportunities and ensure seamless onboarding and issuance. - Ensure sold business is properly processed from point of sale through implementation. - Uphold the highest standards of professionalism, ethics, and compliance, adhering to all policies, procedures, and cultural expectations. Qualifications - Minimum of 5+ years of experience in Defined Contribution retirement plan sales and/or relationship management, with direct alignment to the responsibilities of this role. - Bachelor’s degree required, or equivalent professional experience (4 additional years of relevant experience in lieu of a degree). - Ability to obtain FINRA Series 6, Series 63, and Life & Health licenses within 120 days of hire. - Confident and effective communicator with strong written and verbal communication skills. - Demonstrated ability to communicate credibly and knowledgeably with senior leaders, both internally and externally. - Strong presentation capabilities with a proven track record of influencing stakeholders at all levels through clear, logical, and well-informed discussions. - Advanced relationship management skills, including the ability to partner collaboratively with internal teams and build trusted relationships with external clients. - Willingness and ability to travel up to 50%. Nice-to-Have - Strong working knowledge of ERISA rules and regulatory requirements governing retirement plans. Application Deadline Applications for this position will be accepted through July 24th, 2026, subject to earlier closure due to applicant volume. Benefits - Clearly defined career tracks and job levels, along with associated behaviors for each of Lincoln's core values and leadership attributes. - Leadership development and virtual training opportunities. - PTO/parental leave. - Competitive 401K and employee benefits. - Free financial counseling, health coaching and employee assistance program. - Tuition assistance program. - Work arrangements that work for you. - Effective productivity/technology tools and training. Pay Range The pay range for this position is $215,000 - $480,000 with anticipated pay for new hires between the minimum and midpoint of the range and could vary above and below the listed range as permitted by applicable law. Pay is based on non-discriminatory factors including but not limited to work experience, education, location, licensure requirements, proficiency and qualifications required for the role. The base pay is just one component of Lincoln’s total rewards package for employees. In addition, the role may be eligible for the Annual Incentive Program, which is discretionary and based on the performance of the company, business unit and individual. Other rewards may include long-term incentives, sales incentives and Lincoln’s standard benefits package.

Company Description It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone-freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow- helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started. Join us to put AI to work for people. Armis from ServiceNow, protects the entire attack surface and manages an organization's cyber risk exposure in real time. Combined with ServiceNow's Security and Risk capabilities, as well as Identity Security capabilities from Veza, we bring together all critical capabilities to secure every asset, every identity - incl. AI Agents - across all environments with the right level of context - security, operational and business - to build the first of its kind autonomous defense platform for the Agentic Enterprise. Job Description What you get to do in this role: - Manage a team of direct Sales Executives to drive rapid new business sales growth within a defined territory - Build and drive sales strategy for the territory in conjunction with Sales Operations to effectively Go-To-Market including understanding the competitive landscape, presence and strength within the territory - Actively engage in territory planning, relationship development and opportunity development and driving revenue by assisting Sales Executives in closing opportunities - Recruit, coach and mentor team members to drive excellence - Development of territories and quota for the sales team and effectively communicating to set performance expectations within the team - Manage and report accurate forecast and pipeline to the business - Achievement of annual sales goals on a quarterly and annual basis - Act as the Subject Matter and ServiceNow Expert in C level meetings in order to leverage our offering - Build effective working relationships with Solution Consulting, Sales Specialists, Technical Support, Professional Services, Legal, Sales Operations, Marketing and the ServiceNow executive team Qualifications 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. - Knowledge of and prior experience selling into the insurance industry - Leadership experience in cybersecurity sales - Extensive track record of new business sales success including presentation and negotiation skills within industry and at C Level - Strong success in recruiting, coaching and managing an exceptional sales team - Strong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals. - Experienced in driving sales process and drive effective working relationships with Sales Operations - Ability to understand the 'bigger picture' and business drivers around IT - Ability to build long term strategic and senior level relationships - Ability to adapt and work effectively within a rapidly changing and growing environment For positions in this location, we offer a base pay of $141,700 - $233,800, 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. 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, religion, sex, sexual orientation, national origin, age, disability, gender identity, 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. ©2026 Fortune Media IP Limited. All rights reserved. Used under license.

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