Lead Mid-Market Account Executive

ServiceNow • San Diego, CA

22h

About The Position

The Lead Mid-Market Account Executive drives new business sales revenue through a SaaS license model and owns a high-velocity, product-led sales motion for SMB and Mid-Market accounts. The role turns self-serve trial activity and product signals into consultative, multi-threaded sales opportunities, helping customers expand usage, add teams, and convert to annual commitments. The position combines account and territory planning, prospect research, business development, and targeted field activity across an assigned set of prospects, territory, or vertical.

Requirements

• Experience integrating AI into work processes, decision-making, or problem-solving, including using AI-powered tools, automating workflows, or analyzing AI-driven insights.
• At least 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 sales motions, including converting trial users, managing usage-based expansion, and working with product-led growth signals.
• A track record of building trusted relationships with current and prospective clients and across internal teams.
• Ability to generate new business, negotiate deals, and build relationships with senior leaders at fast-moving companies.
• A 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 the 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.
• A customer success mindset and experience working in a team-oriented environment.

Responsibilities

• Convert product-qualified leads from free trials, Slack and Teams installs, and inbound requests into paid annual commitments.
• Build relationships with decision-makers and influencers, including IT leaders, CIOs, COOs, HR and Legal leaders, and operations heads.
• Expand accounts by identifying teams that can benefit from Flow and driving adoption across departments such as IT, HR, Legal, and Finance.
• Manage a portfolio of SMB and Mid-Market accounts and maintain an efficient, repeatable pipeline with disciplined forecasting and CRM hygiene.
• Understand customers’ request volumes, support bottlenecks, and tool stacks, and demonstrate how Flow can resolve requests and reduce ticket queues.
• Partner with existing ServiceNow customers to activate Flow using assists they already own, reducing procurement friction and accelerating time to value.
• Engage solutions consultants, customer success, partners, and marketing at appropriate points in the sales process.
• Use product usage data, in-app signals, and customer feedback to guide outreach, identify expansion opportunities, and share insights with product and go-to-market teams.

Benefits

• Equity, when applicable.
• Variable/incentive compensation, with sales positions generally offering a competitive On Target Earnings incentive compensation structure.
• Health plans.
• Flexible spending accounts.
• 401(k) Plan with company match.
• Employee Stock Purchase Plan (ESPP).
• Matching donations.
• Flexible time away plan.
• Family leave programs.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed