Lead Mid-Market Account Executive

ServiceNow•San Diego, CA

22h•$90,360 - $149,100

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. Work from self-serve trials and product signals into consultative, multi-threaded deals that expand usage, add teams, and convert to annual commitments. The role combines account and territory planning, prospect research, business development, and targeted field activity across a defined set of prospects, territory, or vertical. 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 across IT, operations, HR, Legal, and other functions, and expand accounts by identifying teams that can benefit from Flow. Manage an efficient, repeatable pipeline and portfolio of accounts with disciplined forecasting and CRM hygiene. Serve as a trusted advisor by understanding customer request volumes, support bottlenecks, and technology stacks, and demonstrating how Flow can resolve requests and reduce ticket queues. Partner with existing ServiceNow customers to activate Flow using assists they already own. Coordinate with solutions consultants, customer success, partners, and marketing, and 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.

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.
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 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 land-and-expand across 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 explain how Flow resolves requests and reduces ticket queues.
Help existing ServiceNow customers activate Flow using assists they already own to reduce procurement friction and accelerate time to value.
Engage solutions consultants, customer success, partners, and marketing at appropriate stages of deals.
Use product usage data, in-app signals, and customer feedback to shape outreach, find expansion opportunities, and surface insights to 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.