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ServiceNow is seeking a Senior Enterprise Account Executive to drive new business revenue from Global Capability Center (GCC) accounts. You will build and execute account strategies targeting large GCC organizations by partnering with AI/Intelligent Automation Centers of Excellence (CoE) leaders, Global Business Services (GBS) leadership, Data & Analytics leaders, and Engineering teams to deploy AI at scale.
In this role, you will orchestrate multi-stakeholder account strategies starting with CoE leaders and progressing through CFO-led business case validation. You'll map and navigate complex GCC decision-making structures, identify transformation mandate owners, and position ServiceNow AI solutions around measurable productivity gains and ROI rather than licensing alone. You'll act as a trusted transformation advisor, understanding GCC P&L drivers, regulatory constraints, and local productivity mandates.
Key responsibilities include:
- Building and orchestrating multi-stakeholder account strategies from AI CoE discovery through CFO approval
- Mapping complex GCC organizational structures and decision-making hierarchies
- Positioning AI-driven transformation solutions that resonate with both GCC leadership and global finance/strategy buyers
- Orchestrating specialist resources (Solutions Consultants, AI specialists, Professional Services, partners) at critical deal moments
- Executing vertical (GCC-specific) and horizontal (cross-function AI) sales strategies
- Leading account planning with financial rigor and innovation credibility
- Managing forecasting and pipeline communications with discipline
- Establishing C-suite relationships and becoming a trusted advisor on GCC AI transformation
- Driving customer success and long-term account expansion post-close
- Traveling 50% of the time for customer meetings and occasional global stakeholder engagement
Requirements:
- 10+ years of enterprise software sales experience, with 3+ years selling to large GCC organizations
- Proven ability to sell AI-driven transformation and automation solutions, demonstrating impact on workflows, decision-making, and organizational productivity
- Deep experience navigating multi-tiered, matrixed customer relationships in enterprises with 5,000+ employees, particularly in GCC/shared services environments
- Track record of closing large deals involving CFO/COO stakeholders with complex, multi-quarter sales cycles
- Demonstrated expertise sizing deals around business outcomes (cost-avoidance, FTE reduction, automation ROI) rather than licensing
- Strong GCC region knowledge—familiarity with Tier-1 Global Capability Centers, their organizational structures, and competitive dynamics
- Superior stakeholder management skills and ability to navigate C-suite relationships
- Strong forecasting discipline, communication, and executive presence
- Competitive mindset, optimism, humility, strong work ethic, and excellent collaboration and listening skills
