Lead Mid-Market Account Executive

This is a fully remote position, open to applicants in California.

📋 Description

• Drive new business sales revenue through a SaaS licensing model.

• Lead a high-velocity product-driven sales approach targeting SMB and Mid-Market accounts.

• Transform product-qualified leads from free trials, Slack and Teams installations, and inbound inquiries into paid annual commitments.

• Cultivate relationships with IT executives, including CIOs, COOs, HR and Legal leaders, operations managers, and other key decision-makers.

• Broaden account engagement by identifying teams that can leverage Flow and promoting land-and-expand strategies across departments.

• Manage an efficient, repeatable sales pipeline in a high-volume environment while overseeing SMB and Mid-Market accounts.

• Uphold disciplined forecasting and maintain CRM accuracy.

• Guide customers by assessing request volumes, identifying support bottlenecks, and evaluating tool stacks, showcasing how Flow can decrease ticket queues.

• Collaborate with existing ServiceNow customers to activate Flow using tools they already possess.

• Identify and engage solutions consultants, customer success teams, partners, and marketing at the appropriate phases of the sales cycle.

• Utilize product usage data, in-app indicators, and customer feedback to refine outreach strategies and discover expansion possibilities.

• Provide product and go-to-market insights to internal teams.

⛳️ Requirements

• Proven experience in integrating AI into workflows, decision-making, or problem-solving, including the use of AI-driven tools, workflow automation, or analysis of AI-generated insights.

• A minimum of 5 years of sales experience within a software or SaaS sales organization, with a successful history in SMB or Mid-Market sectors.

• Demonstrated capability in executing product-led or self-service sales motions, including converting trial users, managing usage-based growth, and responding to PLG signals.

• Established track record of building trusted relationships with both current and prospective clients, as well as with internal teams.

• Proven ability to generate new business, negotiate deals, and develop relationships with senior leaders in fast-paced companies.

• Consistent history of meeting or surpassing sales targets in a high-velocity setting.

• Comfortable selling within Slack, Microsoft Teams, and ITSM/HR service workflows, or the capacity to quickly adapt to these platforms.

• Ability to comprehend how Flow integrates into a customer’s larger IT and operations strategy, as well as ServiceNow’s objectives.

• A customer success-oriented mindset and experience working in a collaborative team environment.

🏝️ Benefits

• Equity (when applicable).

• Variable/incentive compensation.

• Health plans.

• Flexible spending accounts.

• 401(k) Plan with company match.

• Employee Stock Purchase Plan (ESPP).

• Matching donations.

• Flexible time-away plan.

• Family leave programs.