Client Director - Strategic Tech

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 will drive net-new business growth within one of Service Now's largest strategic tech accounts, headquartered out of Mountain View, California. You'll be operating as one of two
Client Directors that share the account strategy, account quota, and Solution Consulting support. In this model, you are the growth-focused counterpart
: while the existing Client Director will continue to lead day-to-day account management. You are charged with identifying opportunities, building the business case for expansion, and closing new solution areas within the account. You'll collaborate actively with a large, extended, virtual team — numerous Product Sales Specialists, Product Area Solution Consultants, Executive Teams, Partner & Channel Teams. — to bring that expansion vision to life.

What you get to do in this role:

• Collaborate closely withpeer Client Director to run a unified account strategy
• Identify and pursue net-new revenue opportunities;
  expand strategic relationships
• Build the business case and roadmap connecting the customer's strategic priorities to new Service Now solutions, in collaborative partnership withcross functional Sales Specialists
• Build trust and deep multi-tiered relationships across the client's organization — from project/IT teams to CxO level — to surface and sponsor new initiatives
• Partner with Executive Teams and Partner & Channel Teams to expand Service Now's footprint
• Orchestrate large extended team of resources for specific pursuits and strategies
• Achieve financial targets set out for the assigned clients, including Licenses, Renewals and Professional Services

To be successful in this role you have:

• Current location in greater Bay Area, California strongly preferred;
  California required
• A new business orientation
  : energized by whitespace-mapping and closing new solution areas within a large account, not solely relationship stewardship
• 7+ years as full-cycle, "quarterback" AE, managing accounts with5,000+ employees
• Demonstrated track record
  driving net-new or expansion revenue
  within enterprise accounts
• Comfort operating with ambiguity, with a growth mindset, and in a shared account model
• Previous sales experience in IT Service Management, HR, Security Operations, Customer Service and IT Operations Management (within software or IT sales organizations)
• Track record achieving annual sales targets
• Ability to understand broad, macro-level business IT needs for a prospective client
• 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.
• Travel up to 50% (depending on geography/region)

FD21

For positions in this location, we offer a base pay of $174,180 - $259,000
, 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…