Account Executive, ServiceNow
CPQ
$137-226.1k
OTE
+ Variable
Cloud-based digital workflows for enterprises
Job no longer available
Cloud-based digital workflows for enterprises
1001+ employees
Job no longer available
$137-226.1k
OTE
+ Variable
1001+ employees
Company mission
To transform IT to revolutionise the enterprise.
Role
Who you are
- Experience in leveraging or critically thinking about how to integrate AI into work processes, quoting automation, deal qualification, or seller workflows. This may include using AI-powered forecasting tools, automating approvals, generating quote insights, or exploring AI’s impact on sales productivity
- 7+ years of experience selling CPQ, CRM, or Revenue/Sales Operations-related solutions (or other enterprise SaaS platforms with similar complexity)
- Proven experience as a quota-carrying AE or in a customer-facing sales role with measurable outcomes
- Understanding of end-to-end sales processes including discovery, qualification, building business cases, proposing complex solutions, and navigating deal approvals
- Travel required: 30–50%
What the job involves
- The CPQ Account Executive will drive market success of ServiceNow’s Configure Price Quote (CPQ) and CRM Sales solutions.
- These solutions sit alongside our market-leading Service Management platform and unify the selling motion by giving sellers a single source of truth for products, pricing, quoting, and deal execution
- The CPQ Account Executive leads the full sales cycle for our CPQ and CRM Sales products, partnering closely with Solution Consulting, Product, and GTM teams. Responsibilities and activities may vary depending on territory, industry coverage, or account segmentation
- Support territory strategy and planning by aligning CPQ/CRM capabilities to account priorities, whitespace, and revenue opportunities
- Lead discovery with customers to understand quoting challenges, product complexity, approval workflows, and seller inefficiencies
- Provide strategic input during account planning by identifying CPQ, quoting automation, or CRM workflow modernization use cases
- Ensure recommendations into account strategy are aligned with Now Value principles, quantifying business impact, efficiency gains, and AI-powered selling outcomes
- Partner with SC & Specialist SC teams to define roadmap alignment and ensure product fit, capability validation, and competitive positioning
- Coach AEs, ADRs, and account teams on CPQ/CRM opportunity triggers, value messaging, and how to position workflow automation within the broader selling motion
- Lead the full sales cycle including qualification, value-based selling, demonstrations, business case development, and negotiation
- Customize your time to the needs of the territory and account team while celebrating wins across the organization
- Champion diversity and belonging to contribute to an open and inclusive environment
Our take
ServiceNow provides cloud-based solutions that define, structure, manage, and automate services for enterprise operations, transforming old, manual ways of working into modern digital workflows. The company was founded in 2004 with a vision to build a cloud-based platform that would enable regular people to route work effectively through the enterprise.
Much as Salesforce enables a company to manage its external clients by keeping a record of all contacts and interactions, ServiceNow promises an internal system to meet the needs of employees. It has succeeded in claiming half the market, setting itself apart from legacy IT service-management software players like BMC Software, Hewlett Packard Enterprise, Cherwell Software and CA Technologies.
The company's success comes from two product traits: simplicity and customisability. ServiceNow's IT tools don't require the IT department to set them up. Once running, they offer a single collection centre for requests, data points and checklists, all of which can in turn be analysed by algorithms to predict needs, flag concerns and measure efficiency.
The company has more than 7500 customers, including 80% of the Fortune 500 list of the United States' largest corporations. ServiceNow now looks to increase its revenue threefold in upcoming years and has entered into a 5-year partnership plan with Visa, beginning with the launch of a Visa-integrated dispute resolution solution for issuers. The company is prioritising organic growth over mergers and acquisitions, with a target revenue of $15 billion, something which its Visa partnership will no doubt aid in achieving.
Freddie
Company Specialist at Welcome to the Jungle
Insights
16% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Mar 2012
$11m
GROWTH EQUITY VC
Feb 2012
$17.9m
GROWTH EQUITY VC
Total funding: $83.8m
Company benefits
- Commuter benefits
- Annual learning stipends
- Work from home opportunities
- Generous family leave
- Matched donations
- Flexible PTO
- 401(k) matching
- Paid volunteer time
Company HQ
Santa Clara, CA
Leadership
Fred Luddy
(Founder & Chairman Of The Board)Previously Software Developer at Amdahl Corporation for 4 years and CTO at Peregrine Systems for 13 years.
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