Sr Enterprise Sales Associate – Public Sector; Government and NHS

Company Description

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, 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 A‑team.

The Enterprise Sales Associate is part of the global Digital GTM organization and will team with Account Executives (AE) to drive new sales revenue. The Enterprise Sales Associate has 2 key functions:
1)
Drive business in existing, under‑penetrated and suspect Enterprise accounts;
2)
Source net new opportunities through prospecting efforts. The ESA will be responsible for the following actions: building quotes and proposals; creating strategic account plans, running business reviews and working alongside the greater account team comprised of the Account Executive, Solutions Consultant, Solution Sales, Renewal Sales, Customer Success and Sales Development.

The Enterprise Sales Associate role involves both selling and sourcing deals to drive new business and develop Service Now’s next generation of sales talent through a structured development and promotional path.

• Learn from experienced Sales professionals by being part of the team supporting and driving large Enterprise accounts through every stage of the selling process and customer journey
• Create formal networks with key decision makers and continually build a strong understanding of all aspects of the selling process
• Prospect under‑penetrated Enterprise accounts and/or cross‑sell new business unit applications
• Provide ‘on demand’ sales support to customers
• Support Customer Success Managers and Renewal Reps to ensure health and retention of customers
• Be a trusted advisor to your customers by understanding their business and advising on how Service Now can help their digital transformation roadmap
• Identify the right specialist/ support resources to bring into a deal, at the right time
• Drive sales process management, opportunity closure, and ongoing account management to ensure customer satisfaction and help drive additional revenue streams
• Invest in yourself by continuing to develop your skills through formal training, coaching and feedback

To be successful in this role you:

• 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.
• Have prior experience establishing trusted relationships with current and prospective clients as well as internal teams
• Ran full cycle sales deals for 1‑2+ years
• Are coachable and focused on personal development to learn new skills
• Have the ability to understand the “bigger picture” beyond solving a siloed issue
• Are driven and consistently able to apply newly learned, complex knowledge
• Experience working with or selling into government or public sector organizations (including central government, local authorities, or the NHS) is highly desirable

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to Service Now employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, Service Now may confirm the distance between your primary residence and the closest Service Now office using a…