Lead Mid-Market Account Executive

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

📋 Description

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

• Manage a fast-paced product-led sales approach targeting SMB and Mid-Market accounts.

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

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

• Broaden account reach by pinpointing new teams that can leverage Flow and drive expansion across departments.

• Execute a streamlined and repeatable pipeline in a high-volume setting while overseeing SMB and Mid-Market accounts.

• Uphold consistent forecasting and maintain CRM accuracy.

• Serve as a trusted advisor by comprehending customer request volume, identifying support bottlenecks, and understanding tool stacks, then demonstrate how Flow addresses requests and minimizes ticket queues.

• Collaborate with existing ServiceNow customers to activate Flow utilizing the assists they already possess.

• Identify and organize specialists and support resources, including solutions consultants, customer success teams, partners, and marketing personnel.

• Leverage product usage data, in-app signals, and customer feedback to shape outreach strategies, identify expansion opportunities, and provide insights to product and go-to-market teams.

⛳️ Requirements

• Proven experience with integrating AI into work processes, decision-making, or problem-solving, including utilizing AI-driven tools, automating workflows, or analyzing AI-generated insights.

• Over 5 years of sales experience within a software or SaaS sales environment, demonstrating success in SMB or Mid-Market.

• Established experience in executing product-led or self-serve strategies, including converting trial users, managing usage-driven expansion, and engaging with PLG signals.

• History of building trusted relationships with both current and potential clients as well as across internal teams.

• Strong ability to generate new business, negotiate contracts, and establish connections with senior leaders at dynamic companies.

• Consistent performance in achieving or surpassing sales targets in a high-velocity context.

• Comfort in selling across Slack, Microsoft Teams, and ITSM/HR service workflows, or the capacity to quickly adapt to them.

• Ability to grasp how Flow integrates into a customer’s overall IT and operations strategy and align with ServiceNow’s initiatives.

• 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

• ESPP

• Matching donations

• Flexible time away plan

• Family leave programs