Enterprise Account Executive, CRM

Responsibilities

The Enterprise Account Executive will oversee the market success of ServiceNow's CRM suite by developing sales strategies and managing executive relationships with C-suite personas. They will lead virtual teams to deliver outcomes-based solutions and drive new business opportunities across the assigned territory.

Requirements

Candidates must have at least 3 years of sales experience in complex software or platform solutions, specifically within CRM or customer engagement sectors. Proficiency in leading matrixed teams and a strong ability to integrate AI into business processes are essential for this role.

Skills

• Account management
• Sales strategy
• CRM
• Customer engagement
• Executive relationship management
• Pipeline creation
• Solution selling
• AI integration
• Negotiation
• Business development
• Strategic planning
• Presentation skills
• Communication
• Cross-functional collaboration
• Market analysis
• Opportunity closure

Benefits

• Paid leave
• Meal vouchers
• Employee share purchase opportunities
• Comprehensive insurance coverage
• Wellbeing support
• Mental health support
• Family-forming support programs

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
The CRM Account Executive will oversee market success of ServiceNow's CRM suite of products. You will play a leading role in engaging assigned accounts and be responsible for the creation of new business and pipeline across a substantial portion of the ServiceNow sales cycle and methodology. You will oversee executive relationship management for assigned accounts; lead and partner with virtual teams, including Core Field, Solution Sales, Solution Consulting, Support and Professional Services.
What you will get to do in this role:
Oversee worldwide development of assigned accounts, including development and deployment of territory resources
Develop a sales strategy in the allocated territory with a target prospect list, and a regional sales plan for your assigned account and/or territory.
Develop relationships with multiple C-suite personas (e.g., CFO, CIO, COO, CDO) across CRM product(s) and CRM multi-workflow solution(s).
Arrange and conduct initial Executive and CxO discussions and position meetings
Collaborate closely with your Solution Consulting counterpart and extended team to deliver ‘art of the possible’ demonstrations showcasing ServiceNow’s CRM product(s) & solution(s), orchestrating relationships as required.
Develop a clear roadmap and building capabilities across our clients and ServiceNow teams to promote an outstanding customer experience
Be the trusted advisor to the customer by understanding their existing and future Customer Engagement & Operations roadmap to drive the ServiceNow CRM platform
Own and Lead CRM opportunities all the while collaborating closely with Core Sales Teams (AE’s, SC’s, Leadership) and other ServiceNow Solution Areas (Creator, Employee, Technology) to deliver outcomes-based solutions to our clients and prospects.
In partnership with assigned Account Executive and Solution Consultant, present our CRM offering directly to prospects, customers, partners and at industry events and seminars
Articulate customer success strategies to the field to streamline and standardize Platform presentations and value proposition
Prospect qualification and the development of new sales opportunities and ongoing revenue streams with limited support from inside sales
Sales process management and opportunity closure
Ongoing account management to ensure customer satisfaction and drive additional revenue streams
Qualifications
To be successful in this role you have:
Deep experience in an Account Executive role, preferably within a CRM / Customer engagement /Customer Service Management / CX / CPaaS / CCaaS / SOM vendor
An understanding of the CRM, CX or CSM solution-related business processes
Experience leading virtual or matrixed teams
Ability to understand broad, macro-level business IT needs for a prospective client
3+ years of sales experience within complex software or platform solutions
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, analysing AI-driven insights, or exploring AI’s potential impact on the function or industry.
Experience establishing trusted relationships with current and prospective clients and other teams
Ability to produce new business, negotiate deals, and maintain healthy C-Level relationships
Able to thrive in a fast paced, growing, deadline driven environment
Willingness to go above and beyond to win in the market against stiff competition
Ability to communicate complex issues in simple terms via written and oral media, to a variety of different audiences
Ability to forge strong business relationships and connect with both C-level execs at customers as well as with individuals in ServiceNow internal and external eco-system
Excellent communication and presentation skills
Regional travel required up to 50% with offices in Rome with regular attendance expected
The role of Enterprise Account Executive is subject to the National Collective Bargaining Agreement of Trade Sector (CCNL) and will be classified as Quadro. For such role we offer an initial gross base pay of EUR (54,950 to 85,150). This role will also be eligible for the Company's corporate bonus, MBO, or commission incentive leading to a target gross annual OTE of EUR (109,900 to 170,300) and whose specific amount depends on the company and individual performance and is determined in accordance with company's plans from time to time in force and which the company may change in the course of the employment and of which you will be informed in advance. Please note that the final compensation will be determined during the offer process based on the candidate's experience, skills, competence, qualifications and work location in relation to the offered position, as well as relevant indications from the CCNL, applying objective and gender-neutral criteria. ServiceNow also provides a competitive benefits package that supports employees' health, financial wellbeing, family life, and work-life balance. Benefits include generous paid leave, meal vouchers, employee share purchase opportunities, comprehensive insurance coverage, and access to wellbeing, mental health, and family-forming support programs.
As mentioned, compensation is based on the geograph...

About ServiceNow

Software Development · 10,001+ employees · headquartered in Santa Clara, CA