Sr Services 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 - Service Now 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.

This role is part of the Customer Outcomes team. Our purpose is to accelerate platform adoption and drive customer business outcomes. We do this through a portfolio of services, delivered by world-class consultants, training and success professionals, our leading practices, methodologies, and tools, as well as our ecosystem of partners.

** What you get to do in this role:*
* As a Service Now Services Account Executive, you will be responsible for selling a portfolio of service offerings designed to help our customers successfully adopt the products they have purchased and ultimately achieve the business outcomes they expected from utilizing our products. These service offerings include our Impact success offering, product implementation services, and training.  The Services Account Executive is well-versed in services and post-sales adoption strategies.  

They are a trusted advisor to the account team and our customers for successful implementation, adoption, and value realization. A quota carrying role, the Services Account Executive owns the Services sales strategy by proactively creating demand for new Services opportunities and partnering with the Service Now Sales team and our partners to develop and successfully execute Services sales opportunities for their assigned territory.

+ Collaborate with software sales account teams, Customer Outcomes team members, and our eco-system of delivery partners

+ 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

+ Serve as a trusted advisor to the customer by understanding their existing and future digital transformation roadmap and driving the right mix of Service Now services to meet their needs

+ Arrange and conduct Executive and CxO services-related discussions in alignment with the account strategy

+ Lead extended team in solutioning and scoping, and proposal development

+ Execute value-based selling methodology for Impact, Implementation Services, and Training opportunities

** To be successful in this role you have:*
* + Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.

+ Minimum 12 years of previous services sales experience gained within a SaaS software or solution sales organization (or reasonably equivalent)

+ New account sales focus, operating independently to identify new opportunities

+ Existing relationships in large enterprise accounts a plus

+ Demonstrable track record of achieving Services, Success, or Training sales targets

+ Ability to communicate and collaborate across lines of business and multiple customer and partner personas, including executives

+ Strong operational command - managing end-to-end franchise

+ Travel up to 75% (depending on geography/region)

TR22

For positions in this location, we offer a base pay of $123,900 - $204,480, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location.

We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

** 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 Service Now employees depending on the nature of their work and their assigned work location. Learn more here () . To determine eligibility for a work persona, Service Now may confirm the distance between your primary residence and the closest Service Now office using a third-party service.

** Equal…