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ServiceNow is seeking a New Logo Account Executive to drive net new business growth in a defined territory. This is a pivotal sales role focused on identifying and closing initial opportunities with prospective accounts, converting them into long-term customers.
In this position, you will own strategic territory planning using analytics, case studies, and market intelligence to develop target account strategies. You'll establish relationships within a defined set of accounts, leverage ServiceNow's partner ecosystem, and apply creative prospecting and marketing approaches to cultivate awareness of ServiceNow's vision. Your responsibilities include developing effective account plans to maximize new revenue growth, understanding each customer's strategic growth plans and technology footprint, and executing on new business revenue goals.
Key activities include:
- Strategic territory planning with disciplined pipeline management
- Developing and executing effective account plans and sales strategies
- Creative marketing and prospecting tailored to your territory
- Deep customer acumen: understanding strategic growth plans, technology landscape, internal challenges, and competitive positioning
- Advancing and closing sales opportunities through disciplined execution
- Orchestrating account transitions to the Account Management team post-close
- Delivering net new revenue targets
You'll work in a fast-paced, collaborative culture as part of ServiceNow's "DESCO21" go-to-market strategy. Travel up to 50% depending on geography/region is required.
Qualifications:
- Proven track record of new logo sales in IT Service Management, HR, Security Operations, Customer Service, IT Operations Management, or Management Consulting with demonstrated ability to generate new business
- Experience leveraging or critically thinking about AI integration into work processes, decision-making, or problem-solving
- Demonstrated experience in territory strategy, planning, and sales execution with measurable wins
- Ability to understand broad, macro-level business IT needs for prospective clients
- Ability to break down complex sales processes into discrete activities and deliver customer outcomes
- Excellent interpersonal skills to inspire and lead matrix teams and establish trust with prospects
- Demonstrated perseverance, resilience, and creativity in opening doors and engaging prospects
- Alignment with values of staying hungry and humble, with curiosity and willingness to learn and evolve
Preferred Qualifications:
- 7+ years of quota-carrying, technology solution-based direct sales experience penetrating net new accounts within a territory
- Strong sales strategy skills with demonstrated prospecting and new business generation
- Experience selling a variety of SaaS solutions across multiple lines of business
- Demonstrated experience maintaining accurate territory forecasts (monthly/quarterly/annually) using sales tools and analytics
- Ability to thrive in fast-paced environments
- Track record of consistently achieving or surpassing sales quota
