Senior CRM Account Executive - Commercial West

Senior CRM Account Executive - Commercial West

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

Segment: Commercial-Select Accounts (1K-5K+ Employees)

The Sr. CRM AE will oversee market success of ServiceNow's CRM products. These products are built on our market leading Service Management platform and create a single source of truth that allows enterprise processes to execute with uniform information.

What you get to do in this role:

The Sr. CRM AE supports the strategy and solution win for specialty solution areas depending on engagement model. Responsibilities/ activities can vary by solution area given coverage capacity.

• This role sells CRM suite into our Commercial segment (account size roughly 1000-5000 employees)
• Support territory strategy and planning to improve vertical agreement, account use case targeting and execution
• Provide input to AE during the account planning process based on territory strategy and recommendation
• Ensure recommendation to territory strategy and account planning is aligned with Now Value principles
• Support customers to envision the value of a digital transformation and support development of strategy by partnering with rest of account team, customer and partners.
• Interlock with SC & Specialist SC on Capability Roadmap for feedback and agreement and team based on engagement model
• Coach AEs, ADRs, ACE with foundational specialty solution area knowledge to identify specialty solution opportunities and help manage the sales cycle
• Customize the time allocation of responsibilities to the needs of the territory and account team and celebrate successes
• Champion diversity and belonging to contribute to an open and inclusive environment

Qualifications

To be successful in this role you have:

• CURRENT LOCATION in US-West Region. Major metro such as Seattle, Bay Area, San Diego, etc.
• AI Fluency: Direct experience leveraging, analyzing, or critically thinking about the integration of Artificial Intelligence (AI) into enterprise operations, and an understanding of its potential impact on IT functions.
• 10+ years of successful quota-carrying sales experience within an enterprise software or solutions sales organization.
• Domain Expertise: 7+ years knowledge on return on investment of SaaS CRM Solutions
• Proven "Hunter" Mentality: A demonstrable track record of proactively generating new business, establishing relationships, and consistently meeting or exceeding sales goals (a strong aversion to individuals who frequently change roles).
• Travel Commitment: Willingness to travel up to 50% to customer headquarters and within the territory to conduct field-based sales activities.
• C-Level Acumen: Extensive experience establishing, nurturing, and maintaining healthy, long-term relationships with C-level executives and key stakeholders.
• Enterprise Expertise & Business Acumen: The ability to understand the "bigger picture" of IT roadmaps and translate technical capabilities into clear business value.
• Team-Focused Drive: Experience fostering a "win as a team" environment, promoting a shared focus on customer success.

For positions in Bay Area location, we offer a base pay of $137,000 - $212,200, 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.