New Logo Account Executive

ServiceNow • Denver, CO

6d

About The Position

The New Logo Account Executive identifies and wins new business within a targeted set of prospective accounts, converting prospects into customers and achieving net-new revenue growth targets for an assigned territory. The role involves developing territory plans and target-account strategies using analytics, case studies, past performance, and market intelligence, then working with an extended sales team and partner ecosystem to communicate the value and long-term return on investment of ServiceNow solutions. After closing an initial sale, the Account Executive coordinates the account transition to the Account Management team while continuing to focus on new-logo accounts. The position is part of ServiceNow’s DESCO21 go-to-market strategy and operates in a fast-paced, collaborative culture. Travel may be up to 50%, depending on geography or region.

Requirements

• Experience leveraging or critically thinking about integrating AI into work processes, decision-making, or problem-solving.
• 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 demonstrated 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 for prospective clients.
• Ability to break complex sales processes into discrete activities and anticipate steps needed to deliver customer outcomes.
• Excellent interpersonal skills to inspire and lead a matrix team and establish trust and credibility with prospective customers.
• Perseverance, resilience, and resourcefulness in finding creative ways to open doors, increase interaction and participation, and engage 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 all 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 effective strategies.
• Ability to thrive in a fast-paced environment.
• Track record of consistently achieving or surpassing sales quota.
• Curiosity and willingness to learn and evolve, with a humble and self-motivated approach.

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 leverage relationships with partner networks and prospective customers to advance account strategy.
• Plan and execute targeted marketing campaigns and creative prospecting to cultivate awareness of ServiceNow.
• Research each prospect’s growth plans, technology footprint and strategy, internal challenges, and competitive landscape.
• Review public company and competitor information, such as executive appointments, earnings statements, and press releases, to track relevant industry trends and issues.
• Advance and close sales opportunities by executing the sales strategy and roadmap.
• Orchestrate the transition of newly won accounts to the Account Management team after the initial sale.
• Execute the organization’s net-new business revenue goals.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed