CPQ Account Executive

Cpq Account Executive

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.

The CPQ Account Executive will drive market success of ServiceNow's Configure Price Quote (CPQ) and CRM Sales solutions. These solutions sit alongside our market-leading Service Management platform and unify the selling motion by giving sellers a single source of truth for products, pricing, quoting, and deal execution.

What you get to do in this role:

The CPQ Account Executive leads the full sales cycle for our CPQ and CRM Sales products, partnering closely with Solution Consulting, Product, and GTM teams. Responsibilities and activities may vary depending on territory, industry coverage, or account segmentation.

• Support territory strategy and planning by aligning CPQ/CRM capabilities to account priorities, whitespace, and revenue opportunities
• Lead discovery with customers to understand quoting challenges, product complexity, approval workflows, and seller inefficiencies
• Provide strategic input during account planning by identifying CPQ, quoting automation, or CRM workflow modernization use cases
• Ensure recommendations into account strategy are aligned with Now Value principles, quantifying business impact, efficiency gains, and AI-powered selling outcomes
• Partner with SC & Specialist SC teams to define roadmap alignment and ensure product fit, capability validation, and competitive positioning
• Coach AEs, ADRs, and account teams on CPQ/CRM opportunity triggers, value messaging, and how to position workflow automation within the broader selling motion
• Lead the full sales cycle including qualification, value-based selling, demonstrations, business case development, and negotiation
• Customize your time to the needs of the territory and account team while celebrating wins across the organization
• Champion diversity and belonging to contribute to an open and inclusive environment

To be successful in this role you have:

Experience in leveraging or critically thinking about how to integrate AI into work processes, quoting automation, deal qualification, or seller workflows. This may include using AI-powered forecasting tools, automating approvals, generating quote insights, or exploring AI's impact on sales productivity. 7+ years of experience selling CPQ, CRM, or Revenue/Sales Operations-related solutions (or other enterprise SaaS platforms with similar complexity) Proven experience as a quota-carrying AE or in a customer-facing sales role with measurable outcomes Understanding of end-to-end sales processes including discovery, qualification, building business cases, proposing complex solutions, and navigating deal approvals Travel required: 30–50%

For positions in this location, we offer a base pay of $123,300 - $203,450, 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.