Lead Mid-Market Account Executive

🔥 53 minutes ago

🏄 California – Remote

🏄 California – Remote

💵 $90.4k - $149.1k / year

⏰ Full Time

🟠 Senior

🧑‍💼 Account Executive

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ServiceNow

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 2004

🏢 Enterprise

☁️ SaaS

🤖 Artificial Intelligence

💰 Post-IPO Equity on 2022-12

Enterprise • SaaS • Artificial Intelligence

ServiceNow is a platform that offers AI-powered solutions and automation for businesses to enhance productivity and streamline workflows. Its AI agents are designed to autonomously learn, reason, make decisions, and take action to transform business processes across various domains such as IT, HR, customer service, and app development. The platform enables organizations to integrate data from diverse sources, facilitating business transformation and operational efficiency. Recognized for its leadership in AI IT service management and trusted by a significant portion of the Fortune 500, ServiceNow collaborates with other global leaders like Microsoft and AWS to bring advanced AI capabilities to modernize business operations.

📋 Description

• Drive new business sales revenue from a SaaS license model • Own a high-velocity product-led sales motion for SMB and Mid-Market accounts • Convert product-qualified leads from free trials, Slack and Teams installs, and inbound requests into paid annual commitments • Build relationships with multiple decision-makers and influencers, including IT leaders, CIOs, COOs, HR and Legal leaders, and operations heads • Expand accounts by identifying new teams that can benefit from Flow and driving land-and-expand across departments • Run efficient, repeatable pipeline in a high-volume environment while managing SMB and Mid-Market accounts • Maintain disciplined forecasting and CRM hygiene • Act as a trusted advisor by understanding customer request volume, support bottlenecks, and tool stack, then demonstrate how Flow resolves requests and reduces ticket queues • Partner with existing ServiceNow customers to activate Flow using assists they already own • Identify and coordinate specialists and support resources, including solutions consultants, customer success, partners, and marketing • Use product usage data, in-app signals, and customer feedback to shape outreach, identify expansion opportunities, and surface insights to product and go-to-market teams

🎯 Requirements

• Experience integrating AI into work processes, decision-making, or problem-solving, including using AI-powered tools, automating workflows, or analyzing AI-driven insights • 5+ years of sales experience in a software or SaaS sales organization, with a track record in SMB or Mid-Market • Demonstrated experience running product-led or self-serve motions, including converting trial users, managing usage-based expansion, and working with PLG signals • Track record of building trusted relationships with current and prospective clients and across internal teams • Ability to produce new business, negotiate deals, and build relationships with senior leaders at fast-moving companies • Consistent record of achieving or exceeding sales targets in a high-velocity environment • Comfort selling across Slack, Microsoft Teams, and ITSM/HR service workflows, or ability to ramp quickly on them • Ability to understand how Flow fits into a customer’s broader IT and operations strategy and ServiceNow’s plans • Customer success mindset and experience working in a “win as a team” environment

🏖️ Benefits

• Equity (when applicable) • Variable/incentive compensation • Health plans • Flexible spending accounts • 401(k) Plan with company match • ESPP • Matching donations • Flexible time away plan • Family leave programs

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