Senior Solution Sales Executive - Core Business Workflows

Company Description

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.

As a Core Business Workflows Solution Sales Executive at Service Now, you will be a specialist revenue leader responsible for driving growth across our AI‑powered HR Service Delivery, Legal Service Delivery, Workplace Service Management, and Source‑to‑Pay product lines. You will work alongside enterprise account teams to identify, develop, and close transformational deals that help organisations move from fragmented, manual processes to connected, AI‑augmented workflows on the Now Platform.

This is a quota‑carrying, senior individual contributor role requiring deep domain expertise, executive‑level relationships, and the ability to articulate business value across complex multi‑stakeholder buying cycles. You will act as a trusted advisor to CHROs, CLOs, CFOs, CPOs, and COOs — demonstrating how Service Now delivers measurable outcomes across the full employee and operational lifecycle.

• Own and exceed an annual revenue quota across the CBW portfolio — HR, Legal, Workplace, and Source‑to‑Pay
• Build and manage a qualified pipeline of 3–4x coverage through proactive prospecting, partner co‑selling, and account expansion motions
• Lead territory planning with Account Executives to identify white‑space opportunities and cross‑sell potential within existing Service Now customers
• Drive net new logo acquisition and expansion deals within a defined set of strategic enterprise accounts

• Position Service Now’s AI capabilities — including Now Assist and generative AI workflows — as the backbone of modern HR, Legal, Workplace, and Procurement transformation
• Lead discovery and value engineering sessions to map customer pain points to quantified business outcomes
• Develop and present compelling business cases to C‑suite and senior stakeholders, clearly articulating ROI, TCO reduction, and strategic differentiation
• Guide customers through multi‑product architecture decisions, partnering with Solution Consultants and Platform Architects

• Build and sustain VP to C‑level relationships across HR, Legal, Finance, Procurement, and Workplace functions
• Establish yourself as a trusted advisor through thought leadership, industry insight, and deep platform knowledge
• Orchestrate executive briefings, customer advisory events, and peer‑to‑peer engagements to accelerate pipeline
• Partner with Customer Success to ensure post‑sale adoption drives renewal and expansion confidence

• Lead complex, multi‑threaded sales cycles from qualification through commercial close — typically 6–18 months in duration
• Navigate procurement, legal, and IT stakeholders to remove deal barriers and accelerate time‑to‑close
• Construct commercial frameworks, manage pricing negotiations, and coordinate with Deal Desk to structure winning proposals
• Maintain rigorous CRM hygiene in Salesforce, providing accurate forecasting and deal stage progression

• Partner closely with Enterprise Account Executives, Platform Sales, Solution Consulting, and Customer Success teams
• Collaborate with Product Marketing to deliver customer feedback loops that shape roadmap prioritisation
• Coordinate with alliance and SI partners (Accenture, Deloitte, KPMG, IBM, Infosys) to develop joint go‑to‑market plans
• Represent Service Now at industry events, executive round tables, and customer advisory boards

What You’ll Bring

• 7+ years of enterprise SaaS sales…