Senior Enterprise Account Executive - Core Business Services
ServiceNow
Senior Enterprise Account Executive - Core Business Services
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
About the Role
We are seeking a high-energy, results-driven Sr Enterprise Account Executive with a proven "hunter" mentality to drive significant new business sales revenue through our SaaS licensing model. You will be responsible for defining and executing a territory and account strategy to penetrate a defined set of high-potential prospects. This is a field-based role that requires proactive engagement, relationship building, and deep consultative selling expertise, with a focus on leveraging AI to drive client value.
What You Will Do
Drive New Business: Achieve and exceed aggressive sales targets by proactively identifying, qualifying, negotiating, and closing net-new business revenue from enterprise-level accounts.
Executive Relationship Builder: Develop and maintain deep, trusted advisor relationships with multiple C-suite personas (e.g., CFO, CIO, COO, CDO) within target organizations.
Strategic Orchestration: Own the account strategy, leading and directing a broad, cross-functional virtual team (Solutions Consultants, Specialists, Partners, Marketing) to execute complex, value-driven sales cycles.
Consultative Selling: Act as a subject matter expert, deeply understanding the customer's business challenges and IT roadmap, and confidently positioning our platform's value to drive their digital transformation goals.
Enterprise Storyteller: Possess the presence and expertise to "take control of a room," stand up in front of an executive audience, and clearly articulate value and vision around technology and business outcomes.
AI Integration: Actively leverage your knowledge of AI initiatives and how to integrate AI into work processes, decision-making, and problem-solving to create and position unique, high-value opportunities.
Qualifications
What You Bring to the Team
- 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.
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).
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.
Travel Commitment: Willingness to travel up to 50% to customer headquarters and within the territory to conduct field-based sales activities.
For positions in this location, we offer a base pay of $142,650 - $190,050 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.