New Logo Account Executive

ServiceNow•Denver, CO

About The Position

The New Logo Account Executive drives ServiceNow’s growth by identifying new business opportunities within a targeted set of prospective accounts, closing initial sales, and converting prospects into customers. The role requires understanding prospects’ challenges and goals and matching them with ServiceNow solutions that support their business objectives. The position contributes to the DESCO21 go-to-market strategy in a fast-paced, collaborative environment. The Account Executive establishes relationships across assigned accounts and delivers net-new revenue growth for a territory. The role uses analytics, case studies, past performance, and market intelligence to build territory plans and target-account strategies, working with an extended sales team and partner ecosystem to communicate solution value and long-term return on investment. Following an initial sale, the Account Executive coordinates the transition of the customer to the Account Management team while continuing to focus on new-logo accounts. 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; examples may include AI-powered tools, workflow automation, AI-driven insights, or exploring AI’s impact on a function or industry.
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 of prospective clients.
Ability to break down complex sales processes into discrete activities and anticipate next steps 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

At least 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 using sales tools and analytics to target likely buyers and develop strategies that maximize success.
Ability to thrive in a fast-paced environment.
Track record of consistently achieving or exceeding sales quota.
Curiosity, humility, and a desire to keep learning and evolving.

Responsibilities

Plan and maintain a target pipeline of new accounts using a disciplined, analytical approach; keep the pipeline current and progressing.
Develop account plans and sales strategies to maximize new revenue growth, leveraging partner relationships and relationships within prospective customer organizations.
Plan and execute targeted marketing and prospecting campaigns to build awareness of ServiceNow’s vision.
Understand customers’ strategic growth plans, technology footprints and strategies, internal challenges, and competitive landscapes; review public information about prospects and competitors to track relevant trends and issues.
Advance and close sales opportunities through effective execution of the sales strategy and roadmap.
Coordinate the transition of newly won accounts to the Account Management team after the initial sale.
Meet organizational new-business revenue goals.

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