Sr Services Sales Executive

ServiceNow; California (MO); Hybrid; USD 146,000 - 241,000; Full time

Benefits offered by this job

Health plans

401(k) Plan with company match

ESPP

Family leave programs

Job summary

ServiceNow seeks an experienced Services Account Executive to drive adoption of our service offerings and help customers achieve business outcomes through Impact, Implementation Services, and Training.

You will partner with Sales and Delivery teams to build a Services sales strategy, create demand, and manage opportunities across the territory. A strong track record in SaaS services sales and executive-level engagement is required.

Qualifications

• Experience in leveraging AI within business processes or decision-making.
• Minimum 12 years of services sales experience in a SaaS environment.
• New account sales focus, able to identify opportunities independently.
• Existing relationships in large enterprise accounts is a plus.
• Proven track record of meeting services, success, or training sales targets.

Responsibilities

• Collaborate with software sales account teams, Customer Outcomes team members, and partners to develop a services sales strategy.
• Develop and execute a services sales strategy in the designated territory with a target account list.
• Proactively create new services opportunities (Impact, Implementation Services, Training) in new and installed base customers.
• Create pipeline and manage end-to-end forecasting for Services opportunities.
• Serve as a trusted advisor to the customer by understanding their digital transformation roadmap and driving the right mix of ServiceNow services.
• Arrange and conduct Executive and CxO services discussions aligned with the account strategy.
• Lead extended team in solutioning, scoping, and proposal development.
• Execute value-based selling for Impact, Implementation Services, and Training opportunities.

Skills

AI integration

New account sales

Executive communication

Travel up to 75%

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.

Job Description

This role is part of the Customer Excellence Group (CEG). Our purpose is to accelerate platform adoption and drive customer business outcomes. We do this through a portfolio of services, delivered by world-class consultants, training and success professionals, our leading practices, methodologies, and tools, as well as our ecosystem of partners.

What you get to do in this role:

As a ServiceNow Services Account Executive, you will be responsible for selling a portfolio of service offerings designed to help our customers successfully adopt the products they have purchased and ultimately achieve the business outcomes they expected from utilizing our products. These service offerings include our Impact success offering, product implementation services, and training. The Services Account Executive is well-versed in services and post-sales adoption strategies. They are a trusted advisor to the account team and our customers for successful implementation, adoption, and value realization. A quota carrying role, the Services Account Executive owns the Services sales strategy by proactively creating demand for new Services opportunities and partnering with the ServiceNow Sales team and our partners to develop and successfully execute Services sales opportunities for their assigned territory.

• Collaborate with software sales account teams, Customer Outcomes team members, and our eco-system of delivery partners
• Develop and execute a services sales strategy in the designated territory with a target account list
• Proactively create new Services opportunities (Impact, Implementation Services, and Training) in both new and installed base customers
• Create pipeline and manage end-to-end forecasting process for Services opportunities
• Serve as a trusted advisor to the customer by understanding their existing and future digital transformation roadmap and driving the right mix of ServiceNow services to meet their needs
• Arrange and conduct Executive and CxO services-related discussions in alignment with the account strategy
• Lead extended team in solutioning and scoping, and proposal development
• Execute value-based selling methodology for Impact, Implementation Services, and Training opportunities

To be successful in this role you have:

• 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.
• Minimum 12 years of previous services sales experience gained within a SaaS software or solution sales organization (or reasonably equivalent)
• New account sales focus, operating independently to identify new opportunities
• Existing relationships in large enterprise accounts a plus
• Demonstrable track record of achieving Services, Success, or Training sales targets
• Ability to communicate and collaborate across lines of business and multiple customer and partner personas, including executives
• Strong operational command – managing end-to-end franchise
• Travel up to 75% (depending on geography/region)

For positions in this location, we offer a base pay of $145,920 - $240,780, 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. 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.