Account Executive

ServiceNow; Orlando (FL); Remote; USD 120,000 - 210,000; Full time

Job summary

ServiceNow is seeking a Lead Mid-Market Account Executive in Orlando with a strong track record in SaaS sales and product-led motions. You will engage SMB and Mid-Market buyers, convert trials to paid commitments, and expand usage across departments while collaborating with cross-functional teams.

You’ll operate in a fast-paced, high-velocity environment, forecasting accurately and leveraging CRM to drive land-and-expand deals.

Qualifications

• 5+ years of sales experience in software or SaaS, with SMB or Mid-Market focus.
• Experience running product-led or self-serve motions, including trial conversion and usage-based expansion.
• Ability to build trusted relationships with executives and internal teams.
• Experience integrating AI into work processes or workflows is a plus.

Responsibilities

• Convert trials and inbound requests into paid annual commitments.
• Build relationships with multiple decision-makers across IT, HR, Legal, and ops.
• Expand accounts by landing new teams and driving cross-department adoption of Flow.
• Maintain a high-velocity pipeline for SMB and Mid-Market accounts with disciplined CRM hygiene.
• Act as trusted advisor by mapping customer needs to ServiceNow Flow capabilities.
• Coordinate with solutions consultants, customer success, partners, and marketing to surface expansion opportunities.

Skills

SaaS sales

Product-led selling

Executive relationship building

Forecasting & CRM

AI workflow integration

Job description

Lead Mid-Market Account Executive

Location: Orlando, Florida, us, Remote

Company Description

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.

Join us to put AI to work for people.

Job Description

You’ll drive new business sales revenue from a SaaS license model. You’ll own a high-velocity product-led sales motion for SMB and Mid-Market accounts. Your work starts with self-serve trial and product signals, then moves into consultative, multi-threaded deals where buyers expand usage, add teams, and convert to annual commitments. You will combine account planning, territory planning, prospect research, business development, and targeted field activity across a defined set of prospects, territory, or vertical.

What you get to do in this role:

• Convert product-qualified leads from free trials, Slack and Teams installs, and inbound requests into paid, annual commitments

• Build relationships with multiple decision-makers and influencers (e.g., IT leaders, CIOs, COOs, HR and Legal leaders, and operations heads) who own employee-facing request workflows

• Expand accounts by identifying new teams that can benefit from Flow (IT, HR, Legal, Finance, and others) and driving land-and-expand across departments

• Run efficient, repeatable pipeline in a high-volume environment, managing a portfolio of SMB and Mid-Market accounts with disciplined forecasting and CRM hygiene

• Act as a trusted advisor by understanding each customer’s request volume, support bottlenecks, and tool stack, then show how Flow resolves those requests and reduces ticket queues

• Partner with existing ServiceNow customers to activate Flow using assists they already own, removing procurement friction and accelerating time to value

• Identify the right specialists and support resources (solutions consultants, customer success, partners, and marketing) at the right moment in a deal. Use product usage data, in-app signals, and customer feedback to shape your outreach, identify expansion opportunities, and surface insights to product and go-to-market teams

Qualifications

To be successful in this role you have:

• Experience integrating AI into work processes, decision-making, or problem-solving, including using AI-powered tools, automating workflows, or analyzing AI-driven insights

• 5+ years of sales experience in a software or SaaS sales organization, with a track record in SMB or Mid-Market

• Demonstrated experience running product-led or self-serve motions, including converting trial users, managing usage-based expansion, and working with PLG signals

• A track record of building trusted relationships with current and prospective clients and across internal teams

• Ability to produce new business, negotiate deals, and build relationships with senior leaders at fast-moving companies

• A consistent record of achieving or exceeding sales targets in a high-velocity environment

• Comfort selling across Slack, Microsoft Teams, and ITSM/HR service workflows, or the ability to ramp quickly on them

• The ability to see the bigger picture and how Flow fits into a customer’s broader IT and operations strategy and ServiceNow’s plans

• A customer success mindset and experience working in a “win as a team” environment

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. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third‑party service.

Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [e-mail] 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.