Lead Mid-Market Account Executive
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Job Description
Lead Account Executive driving product-led Flow SaaS sales for ServiceNow. Converting trials into annual commitments and expanding AI-powered workflows across SMB and mid-market accounts.
Responsibilities:
- Drive new business sales revenue from a SaaS license model
- Own a high-velocity product-led sales motion for SMB and Mid-Market accounts
- Convert product-qualified leads from free trials, Slack and Teams installs, and inbound requests into paid annual commitments
- Build relationships with IT leaders, CIOs, COOs, HR and Legal leaders, operations heads, and other decision-makers
- Expand accounts by identifying teams that can benefit from Flow and driving land-and-expand across departments
- Run efficient, repeatable pipeline in a high-volume environment while managing SMB and Mid-Market accounts
- Maintain disciplined forecasting and CRM hygiene
- Advise customers by understanding request volume, support bottlenecks, and tool stacks, then demonstrate how Flow reduces ticket queues
- Partner with existing ServiceNow customers to activate Flow using assists they already own
- Identify and engage solutions consultants, customer success, partners, and marketing at appropriate deal stages
- Use product usage data, in-app signals, and customer feedback to shape outreach and identify expansion opportunities
- Surface product and go-to-market insights to internal teams
Requirements:
- Experience integrating AI into work processes, decision-making, or problem-solving, including using AI-powered tools, automating workflows, or analyzing AI-driven insights
- 5+ years of sales experience in a software or SaaS sales organization, with a track record in SMB or Mid-Market
- Demonstrated experience running product-led or self-serve motions, including converting trial users, managing usage-based expansion, and working with PLG signals
- Track record of building trusted relationships with current and prospective clients and across internal teams
- Ability to produce new business, negotiate deals, and build relationships with senior leaders at fast-moving companies
- Consistent record of achieving or exceeding sales targets in a high-velocity environment
- Comfort selling across Slack, Microsoft Teams, and ITSM/HR service workflows, or ability to ramp quickly on them
- Ability to understand how Flow fits into a customer’s broader IT and operations strategy and ServiceNow’s plans
- Customer success mindset and experience working in a “win as a team” environment
Benefits:
- Equity (when applicable)
- Variable/incentive compensation
- Health plans
- Flexible spending accounts
- 401(k) Plan with company match
- ESPP
- Matching donations
- Flexible time away plan
- Family leave programs
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