New Logo Account Executive - Manufacturing - Rockies

ServiceNow•Denver, CO

About The Position

The New Logo Account Executive drives ServiceNow’s continued growth by identifying and closing new business within a targeted set of prospective manufacturing accounts in the Rockies territory. The role develops a deep understanding of prospects’ business challenges and goals, matches them with appropriate ServiceNow solutions, and establishes relationships that support net-new revenue growth. The Account Executive contributes to the DESCO21 go-to-market strategy and works in a fast-paced, collaborative environment. The role requires building analytical territory plans and account strategies using analytics, case studies, past performance, and market intelligence. The Account Executive works with an extended sales team and partner ecosystem to communicate solution value and long-term ROI. After closing an initial sale, the role orchestrates the account’s transition to the Account Management team while continuing to focus on net-new logo opportunities. Travel may be up to 50%, depending on geography or region.

Requirements

Experience leveraging or critically considering how to integrate AI into work processes, decision-making, or problem-solving, such as through AI-powered tools, workflow automation, or AI-driven insights.
Proven new-logo sales experience in IT Service Management, HR, Security Operations, Customer Service, IT Operations Management within software or IT sales organizations, and/or Management Consulting, with the ability to generate new business at new accounts.
Demonstrated experience in territory strategy, planning, and sales execution with measurable wins.
Ability to understand broad, macro-level business IT needs of prospective clients.
Ability to break a complex sales process into discrete activities and anticipate steps needed to deliver customer outcomes.
Excellent interpersonal skills and ability to inspire and lead a matrix team while building trust and credibility with prospective customers.
Perseverance, resilience, and resourcefulness in finding creative ways to open doors, increase engagement, and involve prospects.
Willingness to travel up to 50%, depending on geography or region.

Nice To Haves

7+ years of quota-carrying, technology solution-based direct sales experience, penetrating net-new accounts within a territory.
Strong sales strategy skills and demonstrated experience prospecting and bringing in new business.
Experience and success selling a variety of SaaS solutions across lines of business.
Experience maintaining accurate monthly, quarterly, and annual territory forecasts and using sales tools and analytics to target customers with higher propensity to buy and develop successful strategies.
Ability to thrive in a fast-paced environment.
Track record of consistently achieving or surpassing sales quota.

Responsibilities

Plan and maintain a disciplined, analytical pipeline of targeted new accounts, keeping opportunities current and progressing.
Develop account plans and sales strategies to maximize new revenue growth.
Build and use relationships across partner networks and prospective customer accounts to drive sales strategy.
Plan and execute targeted territory marketing and prospecting campaigns to raise awareness of ServiceNow’s vision.
Understand each prospect’s strategic growth plans, technology footprint and strategy, internal challenges, and competitive landscape.
Review public information about prospects and competitors, including executive appointments, earnings statements, and press releases, to track industry trends and issues.
Advance and close sales opportunities by executing the sales strategy and roadmap.
Orchestrate the transition of newly acquired accounts to the Account Management team after the initial sale.
Meet organizational net-new business revenue goals.