About this role

Company Description

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, ServiceNow is the AI control tower for business reinvention. Our ServiceNow 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.

Job Description

You will drive net-new business growth within one of ServiceNow'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 with peer 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 ServiceNow solutions, in collaborative partnership with cross 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 ServiceNow'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

Qualifications

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 with 5,000+ 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 individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

Additional Information

Work Personas

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 ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here . To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.

Accommodations

We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance.

Export Control Regulations

For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.