Lead Mid-Market Account Executive

Quick Facts

• Role: Lead Mid-Market Account Executive (SaaS, product-led sales motion)

Description

You will drive new business sales revenue from a SaaS license model, owning a high-velocity product-led motion for SMB and mid-market accounts. You will convert product-qualified leads from free trials, Slack/Teams installs, and inbound requests into paid, annual commitments, then run consultative, multi-threaded deals that expand usage across teams and departments.

Responsibilities

• Convert product-qualified leads from free trials, Slack and Teams installs, and inbound requests into paid, annual commitments
• Build relationships with multiple decision-makers and influencers across IT, CIO/COO, HR, Legal, and operations
• Expand accounts by identifying new teams that can benefit and executing land-and-expand across departments
• Run an efficient, repeatable pipeline in a high-volume environment with disciplined forecasting and CRM hygiene
• Advise customers by understanding request volume, support bottlenecks, and tool stack, then demonstrate how Flow resolves requests and reduces ticket queues
• Partner with existing ServiceNow customers to activate Flow using assists to reduce procurement friction and accelerate time to value
• Use product usage data and in-app signals to tailor outreach, identify expansion opportunities, and surface insights to product and go-to-market teams
• Identify and engage the right specialists and support resources at the right moment in a deal

Requirements

• Experience integrating AI into work processes, decision-making, or problem-solving (AI-powered tools, workflow automation, or analyzing AI-driven insights)
• 5+ years of sales experience in software/SaaS with a track record in SMB or mid-market
• Demonstrated experience running product-led or self-serve motions (trial conversion, usage-based expansion, PLG signal use)
• Track record of building trusted relationships with clients and internal teams
• Ability to create 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)
• Ability to connect Flow to the customer’s broader IT and operations strategy and ServiceNow plans
• Customer success mindset and experience working in a “win as a team” environment

Benefits

• Base pay guideline: $100,440–$165,720 plus equity (when applicable), variable/incentive compensation, and benefits
• Health plans (including flexible spending accounts)
• 401(k) plan with company match
• ESPP
• Matching donations
• Flexible time away plan and family leave programs