Business Development Representative

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.

We are seeking a motivated Business Development Representative (BDR) to help generate meetings that convert to qualified opportunities to support early-stage pipeline growth. This role focuses on learning core prospecting and outreach techniques, that engage buying group members and develop foundational knowledge of Service Now.

The BDR engages prospective buying groups through structured outreach activities, qualifies meeting interest using defined guidelines, documents interactions accurately, and hands off qualified meetings to the GTM team(s) for opportunity validation. In addition to engaging buying groups, the BDR is also responsible for follow-up across strategic marketing events.

Please note that this role is not eligible for employment-based sponsorship.

• Engage current and future clients through phone, email, and social—and connect with key contacts using approved messaging and defined qualification criteria.
• Apply basic problem‑solving techniques to assess client needs and determine appropriate next steps based on defined criteria.
• Have consistent engagement and collaboration with the Global Business Acceleration (GBA) management team, Development team and GTM team(s).
• Amplify brand-approved generated content with prospective customers to deliver a connected, personalized experience.
• Keep all engagement and follow‑up activities accurately documented across Service Now internal systems to support clear reporting and forecasting.
• Participate in development simulations, participation in‑person competitions, and meet KPI expectations.

• 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.
• This position is not eligible for employment-based sponsorship.
• High school diploma or GED equivalent required.
• Strong verbal and written communication skills and the ability to learn and apply standard outreach and qualification practices.
• Relationship‑building and interpersonal skills with the ability to collaborate effectively with peers, sales partners, marketing, renewals, development teams, and GBA leadership.
• High motivation, curiosity, and openness to coaching and feedback.
• A resilient work ethic; reliable, confident, collaborative, driven, and coachable.
• Willingness to learn AI‑native tools and innovate on how they’re used to enhance outreach, prioritization, and daily workflows.
• Strong organization and attention to detail with the ability to follow established processes for documenting activities and managing follow‑ups.
• Ability to influence others and convey a sense of urgency to drive issues to closure.
• A basic understanding of cloud computing and SaaS concepts, or the willingness to learn quickly.
• Ability to participate in development simulations, in‑person messaging activities, and meet defined performance and metrics expectations.
• Interest in building customer relationships, qualifying opportunities, and contributing to early‑stage pipeline that drives company revenue.
• Commitment to full participation in Global Business Acceleration development tracks to launch an enduring career at Service Now within 48 months.

Service Now is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation,…