Lead Mid-Market Account Executive

ServiceNow•Santa Clara, CA

14h•$100,440 - $165,720

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 sales process begins with self-serve trial and product signals and develops into consultative, multi-threaded deals that expand usage, add teams, and convert customers to annual commitments. The role combines account and territory planning, prospect research, business development, and targeted field activity across assigned prospects, territories, or verticals. The position focuses on converting product-qualified leads into paid commitments, expanding usage across departments, and helping customers understand how ServiceNow Flow can address their request workflows. The role works with customers and internal specialists to accelerate adoption and value, while using product usage data, in-app signals, and customer feedback to guide outreach and inform product and go-to-market teams.

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 with 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 produce 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 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 collaborative, 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 additional teams that can benefit from Flow and driving land-and-expand across departments.
Manage a portfolio of SMB and Mid-Market accounts, maintaining efficient, repeatable pipeline, 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 the appropriate specialists and support resources, including solutions consultants, customer success, partners, and marketing, at the right point in a deal.
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.
Conduct account planning, territory planning, prospect research, business development, and targeted field activity across assigned prospects, territories, or verticals.
Produce new business, negotiate deals, build senior-leader relationships, and consistently meet or exceed sales targets.