Senior Commercial AE

• Region: EMEA - Europe, Middle East and Africa
• Work Persona:
  Flexible

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.

Service Now is the fastest growing enterprise cloud software company in the world, and we believe it's the great people we hire who will keep us there. We hire carefully, we hire the best, we celebrate our people. Come join our Sales team.

We're looking for a driven Senior Account Executive to join our Commercial Growth team, covering UK Private Sector accounts of 700 to 2,000 employees. You'll own a portfolio of accounts, responsible for both winning new logos and growing our footprint within existing customers. You'll build and execute account strategies that align Service Now's platform to each customer's business priorities, working closely with Solution Consultants, Customer Success, Partner Account Managers, and BDRs to build and progress pipeline.

This role reports into the Senior Sales Manager, Commercial UK.

What you get to do in this role:

Meet or exceed sales targets across your UK Commercial territory.

Own and grow a portfolio of UK Private Sector accounts (700–2,000 employees), driving both net-new logo acquisition and expansion within existing customers.

Build and execute account strategies, aligning Service Now solutions and use cases to each customer's business initiatives.

Generate self-sourced pipeline, while also leveraging partner and BDR-sourced pipeline to build a healthy, diversified funnel.

Manage the full sales cycle from prospecting through to close, following Service Now's value-selling methodology.

Build genuine working relationships with partners to jointly source and progress opportunities.

Collaborate with an extended team — Solution Consultants, Customer Success, Partner Account Managers, and BDRs — to progress deals and deliver customer value.

Provide accurate and timely forecasting, territory plans, and account strategies to management.

Represent Service Now's value proposition credibly to senior stakeholders, up to VP and C-level.

Mentor and support colleagues, contributing to the wider success of the team.

Occasional travel for training and/or meetings may be required.

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.

Persistent and dependable, especially with attendance, deliverables, and deadlines.

Excellent relationship-building skills, with the ability to build meaningful business relationships with customers, prospects, partners, and internal colleagues.

Excellent presentation, verbal, and written communication skills.

Strong business acumen — able to understand a customer's strategic priorities and position relevant value accordingly.

A thorough understanding of the sales process, with the ability to navigate and progress complex, multi-stakeholder sales cycles.

Experience growing revenue within an existing customer base, identifying and progressing expansion opportunities.

Proven ability…