Lead Mid-Market Account Executive

Quick Facts

• Role: Lead Mid-Market Account Executive

• Focus: New business sales for a SaaS license model using a product-led motion

Description

Drive new business revenue by converting product-qualified leads from free trials, Slack/Teams installs, and inbound requests into paid, annual commitments. Own a high-velocity, consultative product-led sales motion for SMB and mid-market accounts, including multi-decision-maker relationship building and land-and-expand growth. Use product usage data and customer feedback to shape outreach and accelerate activation and time to value.

Responsibilities

• Convert product-qualified leads into annual, paid commitments

• Build relationships with multiple decision-makers and influencers across IT, HR, Legal, Finance, and operations

• Expand accounts by identifying new teams and driving land-and-expand across departments

• Run repeatable, high-volume pipeline with disciplined forecasting and CRM hygiene

• Act as a trusted advisor using customer request volume, support bottlenecks, and tool-stack knowledge to demonstrate value

• Partner with ServiceNow customers to activate Flow using existing assists and reduce procurement friction

• Coordinate specialists and support resources at the right moment using product usage data and in-app signals

Requirements

• 5+ years of software or SaaS sales experience with success in SMB or mid-market

• Demonstrated experience with product-led or self-serve motions, including trial conversion and usage-based expansion

• Consistent record of achieving/exceeding sales targets in a high-velocity environment

• Proven ability to produce new business, negotiate deals, and build relationships with senior leaders

• Track record of building trusted relationships with clients and internal teams

• Comfort selling across Slack, Microsoft Teams, and ITSM/HR service workflows (or ability to ramp quickly)

• Understanding of how Flow fits into customer IT and operations strategy and into ServiceNow’s plans

• Customer success mindset and experience working in a “win as a team” environment

• Experience integrating AI into work processes, decision-making, or problem-solving using AI-powered tools, workflow automation, or AI-driven insight analysis

Benefits

Work is flexible with assigned work personas (flexible, remote, or required in office), with eligibility determined by distance to a ServiceNow office.