Job Description

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

ServiceNow is the fastest growing enterprise cloud software company in the world, and we believe it’s the great people we hire who will keep us there. We hire carefully, we hire the best, we celebrate our people. Come join our Sales A-team.

We are seeking a Senior Mid-Market Account Executiveto drive new business and expansion within a defined territory of mid-market and commercial customers. This is a full-cycle, quota-carrying sales rolewith end-to-end ownership—from discovery and value positioning through negotiation and closing.

What you get to do in this role

We are looking for experienced sales professionals who lead complex sales cycles, engage senior stakeholders, and collaborate closely with partners and cross-functionalteams to deliver measurable business outcomes for our customers.

• Own and drive the entire sales cyclefor mid-market accounts, from initial engagement through close and expansion
• Actively prospect into new accounts while expanding footprint within existing customers
• Develop and execute strategic account and territory plansto consistently generate pipeline and exceed annual quota
• Lead value-based discovery conversationswith business and technical stakeholders to uncover pain points, priorities, and transformation initiatives
• Position ServiceNow as a strategic platform, aligning solutions to customer business outcomes across IT, operations, and enterprise workflows
• Manage complex, multi-stakeholder deals, including commercial negotiations and executive alignment
• Collaborate closely with Solution Consultants, Customer Outcomes, Partners, Renewals and Marketingto drive deal success
• Maintain accurate forecasting, pipeline management, and territory reporting
• Regularly engage customers on-site
• Serve as a role model within the sales organization, sharing best practices and supporting team success

Your profile

Qualifications

To be successful in this role you have:

• 3+ years of closing experiencein a quota-carrying Account Executive role
• Proven success selling SaaS or enterprise IT / infrastructure solutionsin complex environments
• Demonstrated ability to manage full sales-cycle processeswith multiple stakeholders
• Strong experience engaging C-level and senior decision makers
• A track record of self-driven pipeline generationand consistent quota achievement
• Strategic mindset with the ability to run structured discovery, build business cases, and articulate ROI
• Experience working with partners and cross-functionalteams
• Comfort using CRM and sales enablement toolsto manage pipeline, forecasting, and account plans
• Strong presentation, communication, and negotiation skills
• High level of ownership, resilience, and ambition
• Experienced with value-based selling methodologies (MEDDPICC)
• Willingness and ability to travel regularly to customer sites

We offer

Additional Information

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. for assistance.

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.

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