Sr Enterprise Account Executive- Servicenow.org

ServiceNow•Vienna, VA

27d

About The Position

At the heart of ServiceNow is a grand purpose: to make the world work better for everyone. Our purpose is not just a tagline, it’s a demonstration of our intent to impact the world for the better. To continue this mission, ServiceNow launched ServiceNow.org in 2023, a new go-to-market vertical that leads with our values to exclusively service the needs of the global non-profit community, using the power of our platform to enable these vital organizations to achieve operational efficiency boosts, when those time saving efficiencies will literally save and impact lives. Aligned to our ESG strategy, the Servicenow.org team will position our world-class platform capabilities and solutions to non-profits and reinvest a portion of the profits into the community. You will produce new business sales revenue from a SaaS license model. You will accomplish this through account planning, territory planning, researching prospect customers, using business development strategies and completing field-based sales activities within a defined set of prospects, territory or vertical.

Requirements

Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.
10+ years of sales experience within software OR solutions sales organization
Experience establishing trusted relationships with current and prospective clients and other teams
Experience producing new business, negotiate deals, and maintain healthy C-Level relationships
Experience achieving sales targets
The ability to understand the "bigger picture" and our plans around IT
Experience promoting a customer success focus in a "win as a team" environment
Willingness to travel up to 50%

Responsibilities

The ServiceNow.org Account Executive will produce new business sales revenue from software licenses within customers mostly in the Mid-Atlantic/DC Region of the United States. This will be achieved through territory planning, including research prospect customers, using business development strategies, and completing field-based sales activities within an assigned territory.
The ServiceNow.org Account Executive builds relationships within Non-Profit clients while achieving (and exceeding) quarterly and annual sales quotas for an assigned territory.
Develop and run a sales strategy in the allocated territory with a target prospect list and a sales plan. This includes Strategic territory planning, account planning, and leveraging internal relationships to execute on sales opportunities.
Ownership of driving successful pipeline generation activities in partnership with marketing and partners
Drive ServiceNow.org brand awareness and campaign
Qualify prospects and develop new sales opportunities and ongoing revenue streams
Advance and close sales opportunities—through the successful execution of the sales strategy and roadmap.
Retain and grow existing customer base (including In Kind Donation accounts) with regular non-sales customer engagement activities to deliver on excellent customer experience and value realization
Cultivate customer relationships by deeply understanding Non-Profit strategic growth plans, challenges/opportunities, technology footprint and corresponding strategy to serve as a partner for their success.
Demonstrate operational excellence across forecasting and account planning
Be a trusted, authentic, advisor to your customers by understanding and empathizing with their business and advising on how ServiceNow can help them achieve their organization’s strategic objectives.
Elevate 1-2 customer success stories to the Head of Sales on an annual basis for external publication.