Remote Mid-Market SaaS Account Executive

ServiceNow; San Diego (CA); Remote; USD 90,000 - 149,000; Full time

Benefits offered by this job

Health plans

401(k) Plan with company match

ESPP

Matching donations

Flexible time away plan

Family leave programs

Job summary

ServiceNow is seeking a Lead Mid-Market Account Executive in San Diego, CA. The role targets a product-led, high-velocity sales motion for SMB and Mid-Market accounts, starting from self-serve trials to multi-threaded, annual commitments.

You will build relationships with IT, HR, Legal, Finance, and operations leaders, expand within accounts, and forecast pipeline with CRM discipline. Equity and comprehensive benefits accompany base pay and OTE.

Qualifications

• Experience integrating AI into work processes, decision-making, or problem-solving.
• 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.

Responsibilities

• 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 who own employee-facing request workflows.
• Expand accounts by identifying new teams that can benefit from Flow and driving land-and-expand across departments.
• Run efficient and 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.

Skills

AI integration

SaaS sales

Product-led sales

Relationship building

Negotiation

Forecasting

CRM hygiene

Tools

Slack

Microsoft Teams

Job description

ServiceNow is seeking a Lead Mid-Market Account Executive in San Diego, CA. The role targets a product-led, high-velocity sales motion for SMB and Mid-Market accounts, starting from self-serve trials to multi-threaded, annual commitments.

You will build relationships with IT, HR, Legal, Finance, and operations leaders, expand within accounts, and forecast pipeline with CRM discipline. Equity and comprehensive benefits accompany base pay and OTE.