New Logo Account Executive

Company Overview

ServiceNow began with a simple insight: software should remove repetitive work rather than create it. What started as a solution to automate a routine task has grown into an AI platform that helps organizations reinvent how work gets done. Today, ServiceNow positions itself as an AI control center for business transformation, connecting AI, data, and workflows to help major enterprises work more efficiently. The company is building an AI-first culture where technology and people work together to deliver better outcomes.

Join the team to help bring AI into practical use for people and organizations.

Role Summary

The New Logo Account Executive drives expansion by winning new business with a focused set of target accounts. The role centers on opening initial opportunities, turning prospects into long-term customers, and supporting growth across the territory. You will work closely with customers to understand their challenges and goals, then position solutions that help them achieve business outcomes. This role is part of the company’s go-to-market strategy and operates in a fast-moving, collaborative environment.

You will take ownership of new business growth within your territory by building relationships, creating account strategies, and using analysis, market insight, and sales tools to prioritize opportunities. You will also coordinate with the broader sales team and partner network to communicate the value and long-term return on investment of the solutions. After closing a deal, you will manage a smooth handoff to the account management team while continuing to focus on new logo acquisition.

Key Responsibilities

• Build and maintain a disciplined territory plan and a healthy pipeline of target accounts.
• Create account-specific strategies that support new revenue growth.
• Use internal and partner relationships to influence strategy and expand reach across the account.
• Design and run targeted campaigns to increase awareness of the company’s vision and offerings.
• Develop a strong understanding of each prospect’s business direction, technology environment, internal pain points, and competitive pressures.
• Track external signals such as leadership changes, earnings updates, press releases, and industry developments to stay informed.
• Move opportunities forward and close deals by executing a structured sales plan.
• Coordinate the transition of newly closed accounts to the account management team.
• Deliver on net new revenue targets for the territory.

Candidate Profile

The ideal candidate is commercially driven, resourceful, and comfortable working in a complex sales environment. You should be able to think strategically about how AI can improve work, decisions, and problem-solving. A strong background in selling technology solutions into new accounts is important, along with experience in territory planning and direct sales execution.

You should be able to interpret broad business and IT needs, simplify long sales cycles into manageable steps, and work effectively with multiple stakeholders. Strong relationship-building skills are essential, as is the ability to earn trust with prospective customers through credibility and persistence. A curious, resilient, and humble attitude is highly valued. The role may involve travel of up to 50%, depending on region.

Required Experience

• Hands-on experience applying or evaluating AI in work processes, decision-making, or problem-solving.
• Proven new-logo sales background in IT service management, HR, security operations, customer service, IT operations management, management consulting, or related software/IT sales environments.
• Strong record of territory planning and sales execution with measurable results.
• Ability to understand high-level business and technology requirements for prospective clients.
• Skill in breaking complex sales cycles into clear, actionable steps.
• Excellent interpersonal ability to influence and coordinate matrixed teams.
• Persistence, resilience, and creativity in opening doors and engaging prospects.
• A mindset aligned with curiosity, humility, and continuous learning.
• Willingness to travel up to 50% based on geography or region.

Preferred Qualifications

• 7+ years of quota-carrying direct sales experience in technology solutions, focused on landing net new accounts.
• Strong prospecting ability and consistent success in generating new business.
• Experience selling a range of SaaS solutions across multiple business functions.
• Track record of accurate forecasting on a monthly, quarterly, and annual basis using sales tools and analytics.
• Ability to thrive in a fast-paced environment.
• History of consistently meeting or exceeding sales targets.

Additional Information

Work arrangement: The company uses flexible work personas to reflect different working styles, including flexible, remote, or office-based arrangements. Assignment to a work persona depends on the nature of the role and the employee’s assigned work location. Eligibility may be confirmed by checking the distance between the employee’s primary residence and the nearest company office through a third-party service.

Equal opportunity: All qualified candidates are considered fairly, without discrimination based on race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, veteran status, or any other legally protected category. Applicants with arrest or conviction records are also considered in line with legal requirements.

Accommodation: Candidates who need a reasonable adjustment during the hiring process, or who cannot use the online application system, can contact globaltalentss@servicenow.com for help with an alternative application method.

Export control: For roles involving controlled technology under export regulations, the company may need government approval for certain individuals. Employment depends on obtaining any required export license or other approval from the relevant authorities.

License notice: Fortune content referenced in the posting is used under license.