Lead Mid-Market Account Executive

ServiceNow

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

Posted 11/9/2026full-timeRemote • Florida • United StatesSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in driving SaaS sales revenue through product-led motions, building relationships with key decision-makers, and leveraging AI to enhance workflows and decision-making. Proven ability to achieve sales targets while managing SMB and Mid-Market accounts effectively.

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 Revenue GenerationProduct QualificationDeal NegotiationCRM ManagementForecastingWorkflow AutomationUsage-Based ExpansionTrial ConversionITSM WorkflowsCustomer Success

Soft Skills

Relationship ManagementTeam CollaborationCustomer Success Mindset

Tools & Technologies

SlackMicrosoft TeamsServiceNowAI-Powered Tools

Industry Keywords

SaaSSMBMid-MarketProduct-Led GrowthIT OperationsHR Service Workflows

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 multiple decision-makers and influencers, including IT, CIO, COO, HR, Legal, and operations leaders
Expand accounts by identifying teams that can benefit from Flow across IT, HR, Legal, Finance, and other departments
Run an efficient, repeatable pipeline while managing SMB and Mid-Market accounts with disciplined forecasting and CRM hygiene
Advise customers by understanding request volume, support bottlenecks, and tool stacks, then demonstrate how Flow resolves requests and reduces ticket queues
Partner with existing ServiceNow customers to activate Flow using existing assists, reducing procurement friction and accelerating time to value
Identify and engage solutions consultants, customer success, partners, and marketing at the appropriate deal stages
Use product usage data, in-app signals, and customer feedback to shape outreach, identify expansion opportunities, and provide insights to product and go-to-market 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

Flexible or remote work persona
Accessible and inclusive application experience
Reasonable accommodations during the application process