Sr Enterprise Account Executive

Company Description
It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to change how we work. Fast forward to today — ServiceNow stands as 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 smoothly 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 story. Join us as we pursue our purpose to make the world work better for everyone.

What you get to do in this role

• Produce new business sales revenue from a SaaS license model.
• 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 and existing ServiceNow customers.
• Develop relationships with key team members and c-suite personas across state agencies, city, and county government in the Utah & New Mexico market.
• Oversee client relationship mapping to the account team, orchestrating an account strategy while leading across a broad virtual team (Solution Consultants, Solution Sales Specialists, Customer Success resources, Partners, Marketing, etc.).
• Be a trusted advisor to your customers by understanding their business and advising on how ServiceNow’s A.I. platform for digital transformation can help them accomplish their mission.
• Identify the right specialist/ support resources to bring into a deal, at the right time.
• Drive growth with existing customers and a lot of new logo prospects.

Requirements

• 10+ years of sales experience including 5 years in enterprise SaaS Sales and experience selling to State and Local Government customers.
• Experience establishing trusted relationships with current and prospective clients.
• Experience producing new business, negotiating deals, and maintaining healthy C-Level relationships.
• Experience achieving sales targets.
• The ability to understand the "bigger picture" around helping customers with their digital transformation.
• Experience promoting a customer success focus in a "win as a team" environment.
• Experience in using 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 effect on the function or industry.
• Willingness to travel up to 40%.

Preferred Qualifications (Nice to Have)

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving.

Location
Work Personas (flexible, remote, or required in office) are assigned depending on the nature of the work and assigned work location. ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service to determine eligibility for a work persona.

Category
Sales & Business Development