Account Executive – ServiceNow

About ServiceNow

Founded in 2004 by Fred Luddy, ServiceNow has become a global leader in AI-powered enterprise workflow and digital transformation software.

Today, ServiceNow serves:

• Over 8,100 customers worldwide

• 85% of Fortune 500 companies

• Organizations seeking to automate workflows across IT, operations, HR, customer service, and business functions

Its cloud platform connects people, systems, and processes to help companies work smarter and faster.

Role Overview

As an Account Executive, your primary objective is to generate new SaaS subscription revenue within an assigned territory, industry, or account segment.

This is a strategic enterprise sales role focused on:

• New business acquisition

• Executive relationship building

• Complex enterprise sales

• Territory planning

• Multi-stakeholder deal management

• Selling business transformation initiatives

Key Responsibilities

New Business Development

• Generate revenue through the sale of ServiceNow SaaS solutions.

• Identify and develop new business opportunities.

• Build territory and account plans.

• Research and target prospective customers.

Executive Relationship Management

Develop relationships with senior decision-makers, including:

• CFOs

• CIOs

• COOs

• CDOs (Chief Digital Officers)

• Other C-suite stakeholders

The expectation is to operate comfortably at executive level and become a strategic business partner.

Account Leadership

Lead and coordinate a broad virtual account team that may include:

• Solution Consultants

• Product Specialists

• Customer Success teams

• Partners

• Marketing teams

• Executive sponsors

You are expected to orchestrate resources across the organization to drive opportunities forward.

Trusted Advisor Selling

• Understand customers' business objectives.

• Align ServiceNow solutions with strategic IT and business initiatives.

• Help customers shape their transformation roadmap.

• Position ServiceNow as a long-term strategic platform.

Deal Strategy

• Identify when to engage technical specialists and executive resources.

• Manage complex enterprise buying cycles.

• Navigate multiple stakeholders and approval processes.

• Negotiate and close enterprise agreements.

Required Qualifications

Experience

Mandatory

• 10+ years of experience in:

  • Software sales

  • Enterprise solutions sales

  • Technology consulting sales

Proven Track Record

• Consistently achieving or exceeding quota.

• Closing new business opportunities.

• Managing complex enterprise deals.

• Building executive-level relationships.

Strategic Sales Skills

You should demonstrate:

• Strong account planning abilities.

• Territory management expertise.

• Executive presence.

• Multi-threaded selling capabilities.

• Consultative sales approach.

Customer-Centric Mindset

ServiceNow specifically values candidates who:

• Promote customer success.

• Work collaboratively across teams.

• Thrive in a "win as a team" culture.

• Focus on long-term customer outcomes rather than transactional selling.

AI & Technology Awareness

Candidates are expected to:

• Understand how AI impacts enterprise organizations.

• Leverage AI tools and insights in daily work.

• Discuss AI-driven business transformation with customers.

• Think strategically about automation and workflow optimization.

Travel Requirements

• Up to 50% travel may be required.

• Significant customer-facing engagement is expected.

Ideal Candidate Profile

A strong fit would typically come from:

Enterprise SaaS Companies

• Salesforce

• SAP

• Oracle

• Microsoft

• Workday

• ServiceNow

• Adobe Experience Cloud

Enterprise Consulting & Technology Services

• Accenture

• Capgemini

• Deloitte

What ServiceNow Is Really Looking For

Beyond the job description, ServiceNow is typically seeking someone who can:

✅ Sell large enterprise transformation projects

✅ Engage C-level executives confidently

✅ Manage long and complex sales cycles

✅ Lead virtual account teams without direct authority

✅ Build pipeline independently

✅ Position AI and digital transformation strategically

✅ Consistently exceed quota in enterprise software sales

Seniority Assessment

Compared with the roles you've shared previously:

ServiceNow's role is firmly in the Senior Enterprise AE category, requiring around 10+ years of enterprise sales experience, strong C-suite relationships, and a proven record of generating and closing large new-business opportunities.