Role Description - Lead, coach, mentor, and manage a team of BDRs/cold callers. - Monitor daily activity levels, including calls, emails, and other outbound prospecting efforts. - Ensure BDRs consistently follow approved sales processes, scripts, and best practices. - Track team performance against key metrics such as calls made, conversations held, appointments booked, and conversion rates. - Conduct regular call monitoring, quality reviews, and coaching sessions. - Motivate the team to achieve individual and team targets. - Identify performance gaps and implement performance improvement plans where necessary. - Assist with the recruitment, onboarding, and training of new BDRs. - Prepare regular reports on team performance and provide recommendations for improvement. - Collaborate with management to optimize outreach strategies and operational processes. Qualifications - Minimum of 5 years of experience in outbound sales, business development, lead generation, or a call center environment. - At least 3 years of experience leading or supervising a team. - Proven track record of achieving appointment-setting or sales targets. - Strong coaching, leadership, and people management skills. - Excellent verbal and written English communication skills. - Strong organizational skills with the ability to monitor multiple performance metrics. - Proficient in CRM systems and Microsoft Office or Google Workspace. Requirements - Advantageous Experience/Skills: - Experience in the travel industry is an advantage but not required.

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 We are seeking a motivated Business Development Representative (BDR) to help generate meetings that convert to qualified opportunities to support early-stage pipeline growth. This role focuses on learning core prospecting and outreach techniques, that engage buying group members and develop foundational knowledge of ServiceNow. The BDR engages prospective buying groups through structured outreach activities, qualifies meeting interest using defined guidelines, documents interactions accurately, and hands off qualified meetings to the GTM team (s) for opportunity validation. In addition to engaging buying groups, the BDR is also responsible for follow-up across strategic marketing events. What you get to do in this role: - Engages current and future clients through phone, email, and social-and connects with key contacts using approved messaging and defined qualification criteria. - Apply basic problem-solving techniques to assess client needs and determine appropriate next steps based on defined criteria. - Have consistent engagement and collaboration with the Global Business Acceleration (GBA) management team, Development team and GTM team(s). - Amplify brand approved generated content with prospective customers to deliver a connected, personalized experience. - Keep all engagement and follow-up activities accurately documented across ServiceNow internal systems to support clear reporting and forecasting. - Participate in development simulations, participation in-person competitions, and meet KPI expectations 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. - This position is not eligible for employment based sponsorship. - High school diploma or GED equivalent required - Strong verbal and written communication skills and the ability to learn and apply standard outreach and qualification practices. - Relationship-building and interpersonal skills with the ability to collaborate effectively with peers, sales partners, marketing, renewals, development teams, and GBA leadership. - High motivation, curiosity, and openness to coaching and feedback. - A resilient work ethic; reliable, confident, collaborative, driven, and coachable. - Willingness to learn AI-native tools and innovate on how they're used to enhance outreach, prioritization, and daily workflows. - Strong organization and attention to detail with the ability to follow established processes for documenting activities and managing follow-ups. - Ability to influence others and convey a sense of urgency to drive issues to closure. - A basic understanding of cloud computing and SaaS concepts, or the willingness to learn quickly. - Ability to participate in development simulations, in-person messaging activities, and meet defined performance and metrics expectations. - Interest in building customer relationships, qualifying opportunities, and contributing to early-stage pipeline that drives company revenue. - Commitment to full participation in Global Business Acceleration development tracks to launch an enduring career at ServiceNow within 48 months. For positions in this location, we offer a base pay of $32.29 per hour, 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, 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.

• Break into and develop a focused set of strategic enterprise accounts (true ABM) • Run a primarily phone-based outbound motion, supported by email and other channels • Own end-to-end prospecting, from list building and sequencing to first conversations • Act on intent and buying signals to prioritize the highest-value opportunities • Partner closely with sales leadership to progress accounts and book qualified meetings • Help shape and improve the outbound playbook as the team scales

• Build targeted prospect lists across New Zealand and Australia. • Generate outbound pipeline for Salesforce services and CRM / BI. • Run outbound calls, LinkedIn outreach, and email campaigns. • Qualify leads before involving leadership. • Conduct initial discovery conversations with prospects. • Identify genuine business pain, budget potential, urgency, decision makers, and fit. • Book qualified meetings with the right stakeholders. • Maintain accurate CRM records and pipeline hygiene. • Help define scripts, outreach messaging, objection handling, and qualification criteria. • Provide weekly reporting on activities, conversations, qualified opportunities, and pipeline progress. • Work directly with leadership to refine the go-to-market motion. • Help define the future hiring profile for SDR or appointment-setting roles once the motion is proven.