Lead Mid-Market Account Executive

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

You’ll drive new business sales revenue from a SaaS license model. You’ll own a high-velocity product-led sales motion for SMB and Mid-Market accounts. Your work starts with self-serve trial and product signals, then moves into consultative, multi-threaded deals where buyers expand usage, add teams, and convert to annual commitments.

You will combine account planning, territory planning, prospect research, business development, and targeted field activity across a defined set of prospects, territory, or vertical.

What you get to do in this role:

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 (e.g., IT leaders, CIOs, COOs, HR and Legal leaders, and operations heads) who own employee-facing request workflows

Expand accounts by identifying new teams that can benefit from Flow (IT, HR, Legal, Finance, and others) and driving land-and-expand across departments

Run efficient, 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, t