Sr Enterprise Account Exec - Manufacturing

ServiceNow, Inc.; San Diego (CA); On-site; USD 131,000 - 194,000; 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, Inc. is seeking a Senior Enterprise Account Executive in Southern California to generate new business from a SaaS license model, build strategic territory plans, and convert high‑impact opportunities through executive engagement.

You will lead cross‑functional teams, map client organizations, and drive multi‑million deals with 10K+ employees; travel up to 50% and leverage AI‑driven opportunities. Base pay ranges from $130,650 to $194,325 plus equity and incentives.

Qualifications

• 10+ years of AE experience within Enterprise Software/SaaS.
• 5+ years full cycle experience managing accounts with 10K+ employees.
• Willingness to travel up to 50%.
• Experience in Manufacturing vertical strongly preferred.
• Experience promoting customer success in a team environment.
• Experience integrating AI into work processes or workflows.

Responsibilities

• Develop relationships with multiple C-suite personas across all product sales.
• Oversee client relationship mapping to the account team and lead across a broad virtual team.
• Be a trusted advisor to customers by understanding their business and advising on IT roadmaps.
• Identify the right specialist resources to bring into a deal, at the right time.

Skills

C-suite stakeholder management

Enterprise SaaS sales

Account planning & strategy

Deal negotiation & closing

AI in business processes

Team collaboration

Job 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.

You will produce new business sales revenue from a SaaS license model. You will accomplish this through account planning, territory planning, researching prospect customers, using business development strategies and completing field-based sales activities within a defined set of prospects, territory or vertical.

What you get to do in this role:

• Develop relationships with multiple C-suite personas (e.g., CFO, CIO, COO, CDO) across all product sales

• Oversee client relationship mapping to the account team, orchestrating an account strategy while leading across a broad virtual team (Solutions Consultants, Solutions Specialist, Success resources, Partners and Marketing, etc.)

• Be a trusted advisor to your customers by understanding their business and advising on how ServiceNow can help help their IT roadmap

• Identify the right specialist/ support resources to bring into a deal, at the right time

To be successful in this role you have:

• Current location in Southern California preferred, flex to OR, UT, ID, NM, AZ, CO, or NV

• 10+ years of AE experience within Enterprise Software/SaaS

• Minimum 5+ years full cycle experience managing accounts with 10K+ employees

• Demonstrates previous wins in Manufacturing vertical strongly preferred

• 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 consistently achieving/exceeding transferable 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 - $194,325 , 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.

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 (https://careers.servicenow.com/life-at-servicenow#workpersonas). 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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