Sr Mid-Market Account Executive

Company Description

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

Job Description

ServiceNow is the fastest growing enterprise cloud software company in the world, and we believe it’s the great people we hire who will keep us there. We hire carefully, we hire the best, we celebrate our people. Come join our Sales A-team.

We are seeking a Senior Mid-Market Account Executive to drive new business and expansion within a defined territory of mid-market and commercial customers. This is a full-cycle, quota-carrying sales role with end-to-end ownership—from discovery and value positioning through negotiation and closing.

We are looking for experienced sales professionals who lead complex sales cycles, engage senior stakeholders, and collaborate closely with partners and cross-functional teams to deliver measurable business outcomes for our customers.

What you get to do in this role

• Own and drive the entire sales cycle for mid-market accounts, from initial engagement through close and expansion

• Actively prospect into new accounts while expanding footprint within existing customers

• Develop and execute strategic account and territory plans to consistently generate pipeline and exceed annual quota

• Lead value-based discovery conversations with business and technical stakeholders to uncover pain points, priorities, and transformation initiatives

• Position ServiceNow as a strategic platform, aligning solutions to customer business outcomes across IT, operations, and enterprise workflows

• Manage complex, multi-stakeholder deals, including commercial negotiations and executive alignment

• Collaborate closely with Solution Consultants, Customer Outcomes, Partners, Renewals and Marketing to drive deal success

• Maintain accurate forecasting, pipeline management, and territory reporting

• Regularly engage customers on-site

• Serve as a role model within the sales organization, sharing best practices and supporting team success

Qualifications

To be successful in this role you have:

• 3+ years of closing experience in a quota-carrying Account Executive role

• Proven success selling SaaS or enterprise IT / infrastructure solutions in complex environments

• Demonstrated ability to manage full sales-cycle processes with multiple stakeholders

• Strong experience engaging C-level and senior decision makers

• A track record of self-driven pipeline generation and consistent quota achievement

• Strategic mindset with the ability to run structured discovery, build business cases, and articulate ROI

• Experience working with partners and cross-functional teams

• Comfort using CRM and sales enablement tools to manage pipeline, forecasting, and account plans

• Strong presentation, communication, and negotiation skills

• High level of ownership, resilience, and ambition

• Experienced with value-based selling methodologies (MEDDPICC)

• Willingness and ability to travel regularly to customer sites

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, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be consi