Lead Mid-Market Account Executive

ServiceNow; United States; Hybrid; USD 120,000 - 220,000; Full time

Job summary

ServiceNow is seeking a high-velocity SaaS sales professional to own a product-led motion for SMB and Mid-Market accounts. You will start with self-serve trials and product signals, then lead consultative, multi-threaded deals that expand usage and convert to annual commitments.

You will build relationships with IT leaders, CIOs, COOs, HR and Legal heads, expand across departments, and maintain disciplined forecasting in a fast-paced environment.

Qualifications

• 5+ years in software/SaaS sales for SMB or Mid-Market.
• Experience with product-led or self-serve motions.
• Proven ability to build trusted client relationships.
• Strong negotiation skills with senior leaders.
• Results-driven in high-velocity environments.
• Comfort selling via Slack, Teams, and IT service workflows.

Responsibilities

• Convert free trials and inbound requests into paid annual commitments.
• Build relationships with IT leaders, CIOs, COOs, HR and Legal leaders.
• Expand accounts across IT, HR, Legal, Finance, and more.
• Maintain a high-velocity pipeline with disciplined forecasting.
• Act as a trusted advisor addressing request volumes and tool stacks.
• Partner with existing customers to activate Flow and reduce procurement friction.
• Identify the right specialists to support deals using usage data and signals.

Skills

SaaS sales

PLG sales

Account management

Lead conversion

Forecasting

CRM hygiene

High-velocity selling

Tools

Salesforce

Slack

Microsoft Teams

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

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

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.