Lead Mid-Market Account Executive

ServiceNow • Orlando, FL

14h

About The Position

Drive new business sales revenue through a SaaS license model, owning a high-velocity, product-led sales motion for SMB and Mid-Market accounts. The role starts with self-serve trial and product signals and progresses into consultative, multi-threaded deals that expand usage, add teams, and convert customers to annual commitments. Responsibilities span account and territory planning, prospect research, business development, and targeted field activity across assigned prospects, territories, or verticals.

The position involves converting product-qualified leads, building relationships with customer decision-makers, expanding accounts across departments, and managing a disciplined, high-volume pipeline. The account executive acts as a trusted advisor, uses product usage data and customer feedback to guide outreach, partners with existing customers to activate Flow, and coordinates with specialists and internal teams to support deal progress and share market insights.

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 internal teams.
• Ability to generate 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 up 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, maintaining an efficient pipeline, disciplined forecasting, and CRM hygiene.
• Understand customers’ request volumes, support bottlenecks, and tool stacks, and explain 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, identify expansion opportunities, and share insights with product and go-to-market teams.
• Plan accounts and territories, research prospects, develop business, and conduct targeted field activity across assigned prospects, territories, or verticals.

What This Job Offers

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