New Logo Account Executive - Retail - IL/OH

ServiceNow•Chicago, IL

About The Position

The New Logo Account Executive is responsible for driving ServiceNow’s growth by identifying and closing initial opportunities with prospective accounts and converting them into new customers. The role builds an understanding of prospects’ business challenges and goals, then aligns them with ServiceNow solutions that support their objectives. It contributes to the company’s DESCO21 go-to-market strategy and operates in a fast-paced, collaborative environment. The Account Executive establishes relationships within a defined territory, develops territory and account strategies using analytics and market intelligence, and works with the extended sales team and partner ecosystem to communicate the value and long-term ROI 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 net-new 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, such as through AI-powered tools, workflow automation, or analysis of 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 a demonstrated ability to generate 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 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 engagement, and involve prospects.
Travel up to 50%, depending on geography or region.

Nice To Haves

Seven or more 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 SaaS solutions across multiple lines of business.
Experience maintaining accurate monthly, quarterly, and annual territory forecasts and using sales tools and analytics to target likely buyers and develop effective 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 target new accounts, keeping opportunities current and progressing.
Develop specific 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 territory campaigns and creative prospecting to build awareness of ServiceNow’s vision.
Understand customer growth plans, technology footprint and strategy, internal challenges, and competitive landscape; review public company and competitor information to track industry trends and issues.
Advance and close sales opportunities through execution of the sales strategy and roadmap.
Coordinate the transition of newly acquired accounts to the Account Management team after the initial sale.
Meet organizational net-new business revenue goals.