Sr Enterprise Account Executive

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.
Job Description
What you get to do in this role

• Own and grow a large, complex MSP account, developing and executing strategic account plans to drive net new revenue
• Produce new business sales revenue through a SaaS license model by identifying, developing, and closing opportunities within a defined territory or vertical
• Develop relationships with multiple C-suite personas (e.g., CFO, CIO, COO, CDO) across all product lines
• Lead account planning and territory planning, including researching prospective customers and applying effective business development strategies
• Orchestrate cross-functional account strategies, partnering with Solutions Consultants, Specialists, Customer Success, Partners, and Marketing
• Act as a trusted advisor by understanding customer business objectives and aligning ServiceNow solutions to their IT and transformation roadmaps
• Identify and engage the right internal resources at the right stage of the sales cycle to drive deal success
• Execute field-based sales activities to build pipeline and progress opportunities

Qualifications
To be successful in this role you have:

• 10+ years of experience in software or solutions sales
• Proven track record of generating new business, negotiating deals, and maintaining strong C-level relationships
• Experience managing large, complex accounts (MSP experience preferred)
• Demonstrated success achieving and exceeding sales targets
• Ability to build trusted relationships with customers and internal stakeholders
• Strong strategic thinking skills with the ability to understand the bigger picture and align to IT transformation initiatives
• Experience incorporating AI into sales processes, workflows, or decision-making (e.g., leveraging AI tools, insights, or automation)
• Customer-first mindset with a collaborative, "win as a team" approach
• Willingness to travel up to 50%

For positions in this location, we offer a base pay of $130,650 - $215,550, 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 [email protected] 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.
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