Sr Enterprise Account Executive, ServiceNow.org

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 - 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.
Job Description
At the heart of ServiceNow is a grand purpose: to make the world work better for everyone. Our purpose is not just a tagline, it's a demonstration of our intent to impact the world for the better. To continue this mission, ServiceNow launched ServiceNow.org in 2023, a new go-to-market vertical that leads with our values to exclusively service the needs of the global non-profit community, using the power of our platform to enable these vital organizations to achieve operational efficiency boosts, when those time saving efficiencies will literally save and impact lives. Aligned to our ESG strategy, the Servicenow.org team will position our world-class platform capabilities and solutions to non-profits and reinvest a portion of the profits into the community.
You will produce new business sales revenue from a SaaS license model. You will accomplish this through account planning, territory planning, researching prospect customers, using business development strategies and completing field-based sales activities within a defined set of prospects, territory or vertical.
What you will do in this role:
The ServiceNow.org Account Executive will produce new business sales revenue from software licenses within customers mostly in the Mid-Atlantic/DC Region of the United States. This will be achieved through territory planning, including research prospect customers, using business development strategies, and completing field-based sales activities within an assigned territory.
The ServiceNow.org Account Executive builds relationships within Non-Profit clients while achieving (and exceeding) quarterly and annual sales quotas for an assigned territory.

• Develop and run a sales strategy in the allocated territory with a target prospect list and a sales plan. This includes Strategic territory planning, account planning, and leveraging internal relationships to execute on sales opportunities.
• Ownership of driving successful pipeline generation activities in partnership with marketing and partners
  • Drive ServiceNow.org brand awareness and campaign
  • Qualify prospects and develop new sales opportunities and ongoing revenue streams
• Advance and close sales opportunities-through the successful execution of the sales strategy and roadmap.
• Retain and grow existing customer base (including In Kind Donation accounts) with regular non-sales customer engagement activities to deliver on excellent customer experience and value realization
• Cultivate customer relationships by deeply understanding Non-Profit strategic growth plans, challenges/opportunities, technology footprint and corresponding strategy to serve as a partner for their success.
• Demonstrate operational excellence across forecasting and account planning
• Be a trusted, authentic, advisor to your customers by understanding and empathizing with their business and advising on how ServiceNow can help them achieve their organization's strategic objectives.
• Elevate 1-2 customer success stories to the Head of Sales on an annual basis for external publication.

Qualifications
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.
• 10+ years of sales experience within software OR solutions sales organization
• Experience establishing trusted relationships with current and prospective clients and other teams
• Experience producing new business, negotiate deals, and maintain healthy C-Level relationships
• Experience achieving sales targets
• The ability to understand the "bigger picture" and our plans around IT
• Experience promoting a customer success focus in a "win as a team" environment
• Willingness to travel up to 50%

For positions in this location, we offer a base pay of $142,650 - $212,000, 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.
Additional Information
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 [email protected] 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.
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