Account Executive - Net New Logo Hunter

About the Company
ServiceNow started in San Diego, California in 2004 when engineer Fred Luddy saw the chance to change how we work. Today, ServiceNow is a global market leader, bringing modern, AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform easily connects people, systems, and processes to help organizations find better, faster, and smarter ways to work. We aim to make the world work better for everyone.

Job Summary
The Senior New Logo Account Executive has an important role in making sure ServiceNow keeps growing. In this role, you will find new business by strategically working through a set group of potential accounts to close initial chances and turn our Prospects into Customers who will grow with us for many years. By deeply understanding their unique company problems and goals, you will match them with solutions that will help them reach their business goals and create new paths within their organizations.
You play a key part in our “DESCO21” way of going to market, and you will be set up for success in a fast-paced, cooperative, and inclusive culture. You are a self-starter and an innovator. You will build relationships within a set group of accounts to reach new revenue growth targets for your territory. By using analytics, case studies, past performance, and market information, you will create a territory plan and design your own target account strategies. You will then use these plans and your extended sales team and partner network to sell the value and long-term return on investment of one or more of our leading industry solutions.
After the sale, you will lead the process of moving these accounts to our established Account Management team while you keep focusing on net new logo accounts.

What you get to do in this role

• Strategic territory planning: Follow a disciplined and analytical way of planning and keeping up a target new account pipeline. Keep the pipeline current and moving forward.
• Sales strategies: Develop effective and specific account plans to make new revenue growth as big as possible. Develop and use relationships throughout our strong partner networks and in your net new customer accounts to drive strategy through the organization.
• Creative marketing and prospecting: Think in new ways to build awareness of the ServiceNow vision. Strong planning and carrying out of focused campaigns for your territory.
• Customer Acumen: Actively understand each customer’s strategic growth plans, technology setup, and related technology plan, internal problems, and competitive situation. Look at public information, such as new executive hires, earnings reports, and press releases for the company and its competitors to stay current on key industry trends and issues affecting the prospect.
• Advance and close sales opportunities: Through the successful execution of the sales plan and path.
• Account Transition: After successfully closing your first sale, you will organize the move of the account to our Account Management team.
• Net New Revenue: Reach new business revenue goals for the organization.

Requirements

• A proven history 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 shown ability to create new business at new accounts.
• Shown experience in territory strategy, planning, and sales execution with measurable wins.
• Ability to understand broad, big-picture business IT needs for a potential client.
• Ability to break down a complex sales process into separate actions and see steps ahead to deliver customer results.
• Excellent people skills to inspire and lead a matrix team to build trust and credibility with potential customers.
• Shown persistence, toughness, and skill to find new creative ways to open doors, increase interaction and involvement, and engage prospects.
• The ideal candidate lives our values to “stay hungry and humble” and does not take their success for granted, always curious, ready to learn and change.
• Travel up to 50% (depending on geography/area).

Preferred Qualifications (Nice to Have)

• Degree or equal relevant experience is needed.
• Experience will be looked at based on the main skills for the role and other transferable qualifications/experience.
• 10+ years of quota-carrying, technology solution-based direct sales experience, getting into net new accounts within a territory.
• Strong sales strategy skills and shown experience finding prospects and bringing in new business.
• Experience and success selling many different SaaS solutions across all lines of business.
• Shown experience in keeping an accurate forecast for your territory, monthly, quarterly, and yearly, using sales tools and analytics to target customers with a higher chance to buy and creating plans that make success as big as possible.
• Ability to do well in a fast-paced setting.
• History of always meeting or going past your sales quota.

Salary
For positions in this location, we offer a base pay of $154,080 - $254,280, plus equity (when it applies), variable/incentive pay, and benefits. Sales positions usually offer a competitive On Target Earnings (OTE) incentive pay structure. Please know that the base pay shown is a guide, and the final total pay will change based on things like qualifications, skill level, abilities, and work location.

Benefits
We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan, and family leave programs. Pay is based on the geographic area where the job is located and can change based on work location.

Other Information

• Work Personas: We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories assigned to ServiceNow employees based on the nature of their work and their assigned work location.
• ServiceNow is an equal opportunity employer. All qualified applicants will get thought for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law.
• ServiceNow will consider all qualified applicants with arrest or conviction records for employment in line with legal requirements.
• For positions needing access to controlled technology subject to export control rules, including the U.S. Export Administration Regulations (EAR), ServiceNow may need to get export control approval from government authorities for certain people. All employment depends on ServiceNow getting any export license or other approval needed by relevant export control authorities.