Mid-Market Protect Account Executive

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

As a Mid Market Protect Account Executive at ServiceNow, you’ll be part of a fast-growing sales team responsible for driving growth within our Small and Mid-Sized Business (SMB) and Mid-Market segment.

You’ll own a book of business where you’ll manage the entire customer lifecycle — from identifying new opportunities, to renewing and expanding existing relationships. This is an ideal role for someone with 1–3 years of sales or sales development experience who’s ready to step into a full-cycle sales role and make a measurable impact in a world-class SaaS organisation.

You’ll receive exceptional enablement, coaching, and career development opportunities, giving you the foundation to grow into more senior commercial or mid-market sales roles at ServiceNow.

What You Get to Do in This Role

Own the Full Sales Cycle

• Manage a defined territory of small & mid-sized customers (no more than 750 employees) — handling renewals, and identifying upsell opportunities.

• Build relationships with key stakeholders to understand business needs and position ServiceNow’s solutions for maximum impact.

• Lead discovery calls, demos, proposals, and negotiations with guidance and support from your manager and cross-functional partners.

• Consistently achieve or exceed monthly and quarterly revenue targets across both new and existing business.

Drive Customer Value & Retention

• Act as a trusted advisor to your customers, helping them realise ongoing value from the NOW Platform.

• Monitor customer health and proactively address risks or gaps in adoption before renewal periods.

• Prepare renewal proposals and ensure smooth contract discussions in partnership with Customer Success and Operations teams.

• Identify opportunities to expand usage, add new workflows, or move customers to multi-year contracts.

Execute with Excellence

• Use CRM tools to manage pipeline, forecast accurately, and maintain high data quality.

• Follow ServiceNow’s Value Selling framework to align solutions to measurable business outcomes.

• Leverage AI-driven insights and sales tools to prioritise outreach and improve conversion rates.

• Collaborate with Customer Success, Marketing, and Solution Consultants to deliver a seamless experience across the customer journey.

Learn, Grow, and Contribute

• Participate in structured training and enablement programs designed to accelerate your development.

• Embrace feedback, coaching, and peer learning to continually improve your sales craft.

• Contribute to team initiatives, share best practices, and celebrate collective success.

• 
  1–3 years of experience in SDR, BDR, Inside Sales, or Account Executive roles — preferably within a SaaS or B2B technology company.

• Track record of success in generating pipeline, managing customer relationships, or closing smaller deals.

• Understanding of SaaS subscription models, renewals, and basic commercial negotiation.

• Excellent communication, listening, and presentation skills.

• Highly motivated, coachable, and adaptable in a dynamic, fast-paced environment.

• Experience using CRM systems (Salesforce preferred) and comfort with virtual selling (Zoom, Teams, etc.).

• Interest in leveraging AI tools or workflow automation to improve your sales process and productivity.

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact globaltalentss@servicenow.com for assistance.

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.

From Fortune. ©2025 Fortune Media IP Limited. All rights reserved. Used under license.