Principal Services Account Executive (SAE) at ServiceNow

Chicago, Illinois, United States -

Full Time

Start Date

Immediate

Expiry Date

13 Feb, 26

Salary

226620.0

Posted On

15 Nov, 25

Experience

10 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Enterprise Services Sales, Consulting, SaaS, Professional Services, Digital Transformation, Executive Influence, Financial Acumen, AI Tools, Customer Engagement, Sales Strategy, Governance, Collaboration, Coaching, Mentoring, Upsell, Cross-sell

Industry

Software Development

Description

Company Description 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 — ServiceNow 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. Job Description The Principal Services Account Executive (SAE) is a senior leader within the Customer Excellence Group (CEG), responsible for driving strategic Impact and Expert Services account relationships and managing sales opportunities across the most complex and high-value portfolios. This role focuses on high-value customers with large-scale operations, acting as a trusted advisor and aligning ServiceNow’s services strategy with customer transformation goals. Role Purpose Principal SAEs own the Impact and Expert Services sales pipelines, ensuring consistent revenue growth through strategic account planning and proactive opportunity management. They secure executive buy-in, lead cross-functional collaboration, and expand ServiceNow’s footprint through integration of Impact and Expert Services, accelerating revenue growth and building long-term partnerships. What You Get to Do in This Role Lead the overall Customer Success Product and Expert Services strategy and sales execution for a select portfolio of high-value, mature ServiceNow customers. Define and align strategic sales vision for Impact and Expert Services across accounts, ensuring internal collaboration prioritizes customer needs. Act as a trusted advisor to senior executives, shaping digital transformation priorities and influencing cross-functional teams. Own day-to-day customer relationships and all aspects of growth and sales for Expert Services. Drive innovation in sales strategies through thought leadership initiatives, such as publishing insights or hosting strategy workshops. Qualifications Key Responsibilities Strategic Sales Leadership Develop multi-year services sales plans aligned with customer outcomes. Identify opportunities for upsell, cross-sell, and renewal across Expert Services and Impact. Customer Engagement Secure executive buy-in and negotiate large, complex services engagements. Introduce innovative approaches to value acceleration, including executive briefings and strategy workshops. Governance & Collaboration Implement governance practices and resolve escalations for high-value, complex challenges. Partner with CEG leadership to provide feedback on new offerings. Innovation & Enablement Leverage AI in the selling process to drive efficiencies. Coach and mentor junior team members (Senior SAE, SAE, Associate SAE). Qualifications 10+ years in enterprise services sales or consulting; strong SaaS and professional services background. Proven success operating in regulated industries with complex stakeholder environments. Track record leading large, multi-year transformation programs and high-value services engagements. Strong executive influence skills and advanced financial acumen. Ability to leverage AI tools to enhance customer engagement and operational efficiency. Key Success Measures Expert Services and Impact bookings and revenue. Customer satisfaction and retention metrics. Governance compliance and risk management outcomes. Travel Requirement Flexible/remote within region; ~25–40% travel to customer sites and key CEG engagements. For positions in this location, we offer a base pay of $137,340 - $226,620, 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, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, 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. From Fortune. ©2025 Fortune Media IP Limited. All rights reserved. Used under license.

Responsibilities

The Principal Services Account Executive leads the Customer Success Product and Expert Services strategy for high-value customers, ensuring revenue growth through strategic account planning. They act as trusted advisors, shaping digital transformation priorities and driving innovation in sales strategies.