Lead Mid-Market Account Executive

ServiceNow

. Drive new business sales revenue from a SaaS license model .

Posted 11/9/2026full-timeRemote • California • United StatesSenior💰 $90,360 - $149,100 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in driving SaaS sales revenue through product-led motions, building relationships with senior leaders, and leveraging AI to enhance decision-making and workflow automation. Proven ability to achieve sales targets in high-velocity environments while maintaining CRM hygiene and disciplined forecasting.

Highest-signal resume keywords

SaaS Sales ExperienceProduct-Led Sales MotionAI Integration in Work ProcessesRelationship Building with Senior LeadersAchieving Sales Targets

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales StrategyPipeline ManagementForecastingNegotiationAccount ExpansionProduct Usage AnalysisTrial ConversionWorkflow AutomationCRM ManagementITSM/HR Service Workflows

Soft Skills

Customer Success MindsetTeam CollaborationCommunication SkillsProblem-SolvingTrust Building

Tools & Technologies

SlackMicrosoft TeamsServiceNowAI-Powered ToolsCRM Software

Industry Keywords

SaaSSMBMid-MarketProduct-Led GrowthIT Operations

Tech Stack

Tools & technologies

ITSMServiceNow

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

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