CRM Sales Specialist

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

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, Service Now is the AI control tower for business reinvention. Our Service Now AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better.

We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.

Join us to put AI to work for people.

The Senior CRM Sales Specialist, CPQwill drive market success of Service Now’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.

What you get to do in this role:

The Senior CRM Sales Specialist for CPQ 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, BDRs, 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

Qualifications

To be successful in this role you have:

Deep experience in specialist sales, preferably within a CRM / CPQ/ Customer engagement/Customer Service Management / CX / CPaaS / CCaaS / SOM vendor

8+ years of sales experience within complex software or platform solutions, selling CPQ, CRM, or Revenue/Sales Operations-related solutions

An understanding of the CRM, CX, CSM, or CPQ solution-related business processes

Technical fluency to be able to present, demo and lead credible discovery, value positioning, and use case identification with executives, Service Now sellers, and CRM leaders.

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.

Experience leading virtual or matrixed teams

Ability to understand broad, macro-level business IT needs for a prospective client

Experience establishing trusted relationships with current and prospective clients and other teams

Ability to produce new business, negotiate deals, and maintain healthy C-Level relationships

Able to thrive in a fast paced,…