Sr CRM Account Executive

ServiceNow; San Diego (CA); On-site; USD 131,000 - 191,000; 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 CRM Prime Account Executive to lead transformational CRM opportunities with top customers. You will present, demo, and advocate for ServiceNow CRM solutions, shaping strategy and value delivery to stakeholders.

You will build executive relationships, map accounts, and drive cross-functional collaboration to win business. You will travel up to 50% and leverage AI insights to influence decision-makers, delivering measurable outcomes and expanding CRM footprints across lines

Qualifications

• 10+ years of sales experience within software or solutions sales.
• Experience establishing trusted relationships with current and prospective clients and cross-functional teams.
• Experience producing new business, negotiating deals, and maintaining C-Level relationships.

Responsibilities

• Sell to line-of-business owners across Call Center, Customer Service, Field Operations, Revenue Operations and Sales teams.
• Build relationships with customer executives and decision makers and understand CRM priorities and buying processes.
• Develop account and territory plans locating priority customers and growth opportunities.
• Coordinate across a broad virtual team to execute account strategy and drive outcomes.
• Act as trusted advisor, aligning ServiceNow CRM to customer goals and ROI.
• Conduct Customer Business Reviews to understand use cases, adoption, and expansion opportunities.

Skills

10+ years sales experience

Trusted executive relationships

New business / deals closing

Sales targets achievement

AI in work processes

Big picture IT perspective

Team-based success mindset

Willingness to travel

Job description

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

The CRM Prime AE role is a sales role built for experienced sellers who have the curiosity, confidence, and technical acumen to transform a customer’s business. You will play a pivotal role in shaping ServiceNow’s CRM business and work on exciting and transformational sales opportunities. People who excel at this job can lead discovery sessions, leverage value-based selling, and deliver measurable business outcomes through customer specific priorities and use cases. The CRM Prime Account Executive has the technical fluency to present, demo, and provide customers with the confidence to invest in ServiceNow CRM Solutions.

What you get to do in this role:

• Sell to line of business owners across: Call center & customer service, field operations, Revenue Operations, and Sales organizations.
• Build relationships with customer executives and decision makers, understanding their CRM Priorities and purchasing process.
• Develop account and territory plans that identify priority customers, growth opportunities, and the actions needed to pursue them.
• Oversee client relationship mapping, orchestrating an account strategy while leading across a broad virtual team (Sales Specialists, Solutions Consultant, Success resources, Partners and Marketing, etc.)
• Be a trusted advisor to your customers by understanding their business and advising on how ServiceNow CRM can help them achieve their business goals
• Hold Customer Business Reviews (CBRs) to understand business use case and objectives, customer adoption, and identify expansion opportunities.

Qualifications

To be successful in this role you have:

• 10+ years of sales experience within software OR solutions sales organization
• Experience establishing trusted relationships with current and prospective clients and other teams
• Experience producing new business, negotiate deals, and maintain healthy C-Level relationships
• Experience achieving sales targets
• Experience in leveraging 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 impact on the function or industry.
• The ability to understand the "bigger picture" and our plans around IT
• Experience promoting a customer success focus in a "win as a team" environment
• Willingness to travel up to 50%

For positions in this location, we offer a base pay of $130,650 - $190,550, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

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.

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