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

Family leave programs

Job summary

ServiceNow is seeking a Lead Mid-Market Account Executive in San Diego with remote flexibility. You will drive new business from a SaaS license model, manage a high-velocity pipeline, and expand relationships across IT, HR, and operations to land-and-expand.

You’ll partner with product signals and self-serve trials to convert accounts into annual commitments while collaborating with customers and internal teams to accelerate time to value.

Qualifications

• Experience integrating AI into work processes, decision-making, or problem-solving using AI-powered tools.
• 5+ years of sales experience in a software/SaaS organization with SMB or Mid-Market focus.
• Demonstrated experience running product-led or self-serve motions, including trial conversion and usage-based expansion.
• Proven ability to build trusted relationships with clients and internal teams.
• Ability to produce new business, negotiate deals, and engage senior leaders at fast-moving companies.
• A track record of achieving or exceeding sales targets in a high-velocity environment.
• Comfort selling across Slack, Microsoft Teams, and ITSM/HR service workflows, or ability to ramp quickly on them.
• The ability to see how Flow fits into a customer’s IT/operations strategy and ServiceNow’s plans.
• A customer success mindset and experience working in a team-driven environment.

Responsibilities

• Convert product-qualified leads from free trials and inbound requests into paid, annual commitments.
• Build relationships with multiple decision-makers across IT, HR, and operations.
• Expand accounts by identifying new teams that can benefit from Flow and drive land-and-expand.
• Manage a high-volume pipeline with disciplined forecasting and CRM hygiene.
• Act as a trusted advisor, understanding requests and showing how Flow reduces ticket queues.
• Partner with existing customers to activate Flow, removing procurement friction and accelerating value.
• Identify specialists and support resources at the right moment in a deal; surface insights to product and GTM teams.

Skills

AI in workflows

Self-serve / PLG motions

Relationship building

Negotiation with senior leaders

Tools

Slack

Microsoft Teams

Job description

ServiceNow is seeking a Lead Mid-Market Account Executive in San Diego with remote flexibility. You will drive new business from a SaaS license model, manage a high-velocity pipeline, and expand relationships across IT, HR, and operations to land-and-expand.

You’ll partner with product signals and self-serve trials to convert accounts into annual commitments while collaborating with customers and internal teams to accelerate time to value.