Sr Services Sales Executive

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control center for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow—helping 85% of the Fortune 500® work smarter, faster, and better.

About the role

This role is part of the Customer Excellence Group (CEG). Our purpose is to accelerate platform adoption and drive customer business outcomes through a portfolio of services delivered by world-class consultants, training and success professionals, leading practices, methodologies, tools, and our ecosystem of partners.

Responsibilities

• Sell a portfolio of service offerings (Impact success offering, product implementation services, and training) designed to help customers adopt ServiceNow products and achieve business outcomes.
• Serve as a trusted advisor to account teams and customers for successful implementation, adoption, and value realization.
• Develop and execute a services sales strategy in the designated territory with a target account list.
• Proactively create new Services opportunities (Impact, Implementation Services, and Training) in both new and installed base customers.
• Create pipeline and manage end-to-end forecasting process for Services opportunities.
• Understand customers’ digital transformation roadmaps and drive the right mix of ServiceNow services to meet their needs.
• Arrange and conduct executive and CxO services-related discussions aligned with account strategy.
• Lead extended team in solutioning, scoping, and proposal development.
• Execute value-based selling methodology for Impact, Implementation Services, and Training opportunities.
• Collaborate with software sales account teams, Customer Outcomes team members, and delivery partners.

Requirements

• Experience leveraging or critically thinking about integrating AI into work processes, decision-making, or problem-solving.
• Minimum 12 years of previous services sales experience within a SaaS software or solution sales organization (or equivalent).
• New account sales focus, operating independently to identify new opportunities.
• Demonstrable track record of achieving Services, Success, or Training sales targets.
• Ability to communicate and collaborate across lines of business and multiple customer/partner personas, including executives.
• Strong operational command—managing end-to-end franchise.
• Travel up to 75% (depending on geography/region).

Existing relationships in large enterprise accounts are a plus.

Pay

For positions in this location, we offer a base pay of $145,920 - $240,780, plus equity (when applicable), variable/incentive compensation, and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location.

Benefits

• Health plans, including flexible spending accounts.
• 401(k) Plan with company match.
• Employee Stock Purchase Plan (ESPP).
• Matching donations.
• Flexible time away plan and family leave programs.