Lead Mid-Market Account Executive

ServiceNow•San Diego, CA

15h•$90,360 - $149,100

About The Position

The Lead Mid-Market Account Executive drives new-business revenue from ServiceNow’s SaaS license model, owning 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 deals that expand usage, add teams, and convert customers to annual commitments. It combines account and territory planning, prospect research, business development, and targeted field activity across assigned prospects, territories, or verticals. The Account Executive manages a portfolio of SMB and Mid-Market accounts, builds relationships with multiple decision-makers, and helps customers adopt and expand Flow across departments. The role uses product usage data, in-app signals, and customer feedback to guide outreach, identify opportunities, and share insights with product and go-to-market teams. It also coordinates with internal specialists and support resources to advance deals and customer outcomes.

Requirements

Experience integrating AI into work processes, decision-making, or problem-solving, including use of AI-powered tools, workflow automation, or analysis of 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.
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.
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 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 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 IT, HR, Legal, Finance, and other departments.
Manage a high-volume portfolio of SMB and Mid-Market accounts 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.
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 surface insights to product and go-to-market teams.