Lead Mid-Market Account Executive

ServiceNow•Santa Clara, CA

14h

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 converts self-serve trial and product signals into consultative, multi-threaded deals that expand usage across teams and secure annual commitments. It combines account and territory planning, prospect research, business development, and targeted field activity across an assigned set of prospects, territory, or vertical. The position builds relationships with decision-makers and influencers across functions, helps customers expand ServiceNow Flow across departments, and runs a disciplined, repeatable pipeline. The account executive serves as a trusted advisor by understanding customer request volumes, support bottlenecks, and existing tools, while coordinating with internal specialists and using product usage data and customer feedback to guide outreach and identify opportunities.

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.
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 quickly on them.
Ability to understand how Flow fits into customers’ broader IT and operations strategies 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 installations, and inbound requests into paid annual commitments.
Build relationships with multiple decision-makers and influencers, including IT, CIO, COO, HR, Legal, and operations leaders.
Identify teams that can benefit from Flow and drive account expansion across IT, HR, Legal, Finance, and other departments.
Manage a portfolio of SMB and Mid-Market accounts, maintaining efficient pipeline, 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.
Work 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, marketing, and other support resources 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.
Plan accounts and territories, research prospects, conduct business development, and perform targeted field activity.