Account Executive

Summary

Join ServiceNow as a New Logo Account Executive and drive significant revenue growth. This pivotal role involves strategically targeting prospective accounts, understanding their challenges, and presenting tailored solutions. You will develop territory plans, leverage partner networks, and execute sales strategies to achieve net new revenue goals. Post-sale, you'll facilitate account transitions to the Account Management team. This is a fast-paced, collaborative environment where you'll be empowered to innovate and contribute to ServiceNow's continued success. The role requires proven new logo sales experience in relevant IT sectors and strong strategic planning skills. A competitive compensation package, including base pay, equity, and benefits, is offered.

Requirements

• Proven track record of 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 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 a prospective client
• Ability to break down a complex sales process into discrete activities and see steps ahead to deliver customer outcomes
• Excellent interpersonal skills to inspire and lead a matrix team to establish trust and credibility with prospective customers
• Demonstrated perseverance, resilience, and savvy to find new creative paths to open doors, increase interaction and participation, and engage prospects
• The ideal candidate lives our values to “stay hungry and humble” and doesn’t take their success for granted, always curious, ready to learn and evolve
• Travel up to 50% (depending on geography/region)

Responsibilities

• Strategic territory planning - Follow a disciplined and analytical approach to planning and maintaining a target new account pipeline. Keep pipeline current and progressing
• Sales strategies - Develop effective and specific account plans to maximize new revenue growth. Develop and leverage relationships throughout our strong partner networks and in your net new customer accounts to drive strategy through organization
• Creative marketing and prospecting – Think outside-the-box to cultivate awareness of the ServiceNow vision. Strong planning and execution of targeted campaigns for your territory
• Customer Acumen - Actively understand each customer’s strategic growth plans, technology footprint and corresponding technology strategy, internal challenges and competitive landscape. Review public information (e.g., new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap
• Account Transition – After successfully closing your initial sale, you will orchestrate the transition of the account to our Account Management team
• Net New Revenue – Execute on new business revenue goals for the organization

Preferred Qualifications

• 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
• Demonstrated experience in keeping accurate forecast your territory, monthly/quarterly/annually, utilizing sales tools and analytics to target customers with higher propensity to buy and creating strategies that maximize success
• Ability to thrive in a fast-paced environment
• Track record of consistently achieving or surpassing your sales quota

Benefits

• Base pay of $149,880 - $185,000
• Equity (when applicable)
• Variable/incentive compensation
• Health plans, including flexible spending accounts
• A 401(k) Plan with company match
• ESPP
• Matching donations
• A flexible time away plan
• Family leave programs