Account Executive

Location: Orlando, Florida, us, 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.

You’ll drive new business sales revenue from a SaaS license model. You’ll own a high-velocity product-led sales motion for SMB and Mid-Market accounts. Your work starts with self-serve trial and product signals, then moves into consultative, multi-threaded deals where buyers expand usage, add teams, and convert to annual commitments. You will combine account planning, territory planning, prospect research, business development, and targeted field activity across a defined set of prospects, territory, or vertical.

What you get to do in this role:

• Convert product-qualified leads from free trials, Slack and Teams installs, and inbound requests into paid, annual commitments

• Build relationships with multiple decision-makers and influencers (e.g., IT leaders, CIOs, COOs, HR and Legal leaders, and operations heads) who own employee-facing request workflows

• Expand accounts by identifying new teams that can benefit from Flow (IT, HR, Legal, Finance, and others) and driving land-and-expand across departments

• Run efficient, repeatable pipeline in a high-volume environment, managing a portfolio of SMB and Mid-Market accounts with disciplined forecasting and CRM hygiene

• Act as a trusted advisor by understanding each customer’s request volume, support bottlenecks, and tool stack, then show how Flow resolves those requests and reduces ticket queues

• Partner with existing Service Now customers to activate Flow using assists they already own, removing procurement friction and accelerating time to value

• Identify the right specialists and support resources (solutions consultants, customer success, partners, and marketing) at the right moment in a deal. Use product usage data, in-app signals, and customer feedback to shape your outreach, identify expansion opportunities, and surface insights to product and go-to-market teams

To be successful in this role you have:

• Experience integrating AI into work processes, decision-making, or problem-solving, including using AI-powered tools, automating workflows, or analyzing AI-driven insights

• 5+ years of sales experience in a software or SaaS sales organization, with a track record in SMB or Mid-Market

• Demonstrated experience running product-led or self-serve motions, including converting trial users, managing usage-based expansion, and working with PLG signals

• A track record of building trusted relationships with current and prospective clients and across internal teams

• Ability to produce new business, negotiate deals, and build relationships with senior leaders at fast-moving companies

• A consistent record of achieving or exceeding sales targets in a high-velocity environment

• Comfort selling across Slack, Microsoft Teams, and ITSM/HR service workflows, or the ability to ramp quickly on them

• The ability to see the bigger picture and how Flow fits into a customer’s broader IT and operations strategy and Service Now’s plans

• A customer success mindset and experience working in a “win as a team” environment