Lead Mid-Market Account Executive

ServiceNow•San Diego, CA

23h

About The Position

The Lead Mid-Market Account Executive drives new business sales revenue from a SaaS license model and owns a high-velocity, product-led sales motion for SMB and Mid-Market accounts. The role converts self-serve trial and product signals into consultative, multi-threaded deals that expand product usage across teams and convert customers to annual commitments. It combines account and territory planning, prospect research, business development, and targeted field activity across a defined set of prospects, territory, or vertical. The position manages product-qualified leads and a portfolio of SMB and Mid-Market accounts, develops relationships with multiple decision-makers, and identifies expansion opportunities across departments. The Account Executive uses product usage data, in-app signals, and customer feedback to personalize outreach, guide customers on Flow, and share insights with product and go-to-market teams. The role also partners with existing ServiceNow customers and coordinates with internal specialists and support resources to reduce procurement friction and accelerate customer value.

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 PLG signals.
A 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 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 multiple 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 efficient, repeatable pipeline through disciplined forecasting and CRM hygiene.
Understand customers’ request volumes, support bottlenecks, and tool stacks, and show 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.
Identify and engage appropriate 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 and identify expansion opportunities.
Surface customer and market insights to product and go-to-market teams.
Conduct account planning, territory planning, prospect research, business development, and targeted field activity across assigned prospects, territory, or vertical.
Produce new business, negotiate deals, and build relationships with senior leaders.