Sr Commercial Account Exec

📌 Core Information

🔹 Job Title: Sr Commercial Account Exec

🔹 Company: ServiceNow

🔹 Location: Denver, Colorado, United States

🔹 Job Type: Full-time

🔹 Category: Sales

🔹 Date Posted: April 23, 2025

🔹 Experience Level: 5-10 years

🔹 Remote Status: Hybrid (20-40% travel)

🚀 Job Overview

Key aspects of this role include:

• Developing and executing sales strategies within an assigned territory
• Building and maintaining relationships with Mid-Market clients
• Achieving quarterly and annual sales quotas
• Leveraging AI to integrate solutions into work processes and decision-making
• Collaborating with marketing and other teams to increase growth and customer satisfaction

ASSUMPTION: This role requires a balance of strategic planning, relationship-building, and execution to achieve sales targets. A strong understanding of AI and its applications in the workplace is essential.

📋 Key Responsibilities

✅ Develop and run a sales strategy in the allocated territory with a target prospect list and a regional sales plan

✅ Partner with the marketing team to initiate marketing plans to increase growth

✅ Qualify prospects and develop new sales opportunities and ongoing revenue streams

✅ Arrange and conduct initial product demonstrations and presentations

✅ Lead ongoing account management to ensure customer satisfaction and improve additional revenue streams

✅ Serve as a trusted advisor to customers by understanding their business and advising on how ServiceNow can help their IT roadmap

ASSUMPTION: This role involves a mix of strategic planning, customer interaction, and account management. Success depends on strong communication, relationship-building, and sales skills.

🎯 Required Qualifications

Education: Bachelor's degree in Business, Marketing, or a related field (or equivalent experience)

Experience: 5+ years in a Commercial Account Executive role within the IT industry

Required Skills:

• Proven track record of achieving sales targets
• Executive-level relationship management experience
• Ability to work in a matrixed support organization using multiple virtual specialists
• Excellent CRM hygiene and transparency in sales process
• Proficiency in leveraging AI for work processes, decision-making, or problem-solving

Preferred Skills:

• Experience working with AI-powered tools or platforms
• Fluency in additional languages (Spanish, French, etc.)

ASSUMPTION: Candidates should have a strong sales background, with experience in the IT industry and a proven track record of success. Familiarity with AI and its applications is crucial for this role.

💰 Compensation & Benefits

Salary Range: $111,750 - $184,400 per year (base pay, plus equity, variable/incentive compensation, and benefits)

Benefits:

• Health plans, including flexible spending accounts
• 401(k) Plan with company match
• Employee Stock Purchase Plan (ESPP)
• Matching donations
• Flexible time away plan and family leave programs

Working Hours: Full-time, with flexible work arrangements and up to 50% travel

ASSUMPTION: The salary range provided is an estimate based on the job description and industry standards for a senior commercial account executive role in the IT industry. Benefits are subject to change and may vary based on the employee's location and role.

📌 Applicant Insights

🔍 Company Context

Industry: Software Development

Company Size: 10,001+ employees (public company)

Founded: 2004

Company Description:

• ServiceNow is a global leader in digital workflows, providing an AI-powered platform that helps organizations find smarter, faster, and better ways to work.
• The company offers a range of solutions, including Service Management, Enterprise Cloud, Custom App Development, and more.
• ServiceNow serves over 8,100 customers worldwide, including 85% of the Fortune 500.

Company Specialties:

• Service Management
• Enterprise Cloud
• Custom App Development
• Platform
• ITSM
• Security Operations
• Customer Service Management
• ITOM
• GRC
• HR Service Delivery
• Digitize workflows

Company Website: http://www.servicenow.com

ASSUMPTION: ServiceNow is a well-established company with a strong presence in the software development industry. Its platform helps organizations streamline workflows and improve productivity using AI and digital transformation.

📊 Role Analysis

Career Level: Senior

Reporting Structure: This role reports directly to the Regional Sales Manager

Work Arrangement: Hybrid (20-40% travel, up to 50% in some cases)

Growth Opportunities:

• Progression to a higher-level sales role, such as a Regional Sales Manager or Director of Sales
• Expansion into other regions or territories
• Potential to move into a management or leadership role within the sales organization

ASSUMPTION: This role offers opportunities for career growth and advancement within the sales organization. Success in this role may lead to increased responsibilities and leadership opportunities.

🌍 Location & Work Environment

Office Type: Hybrid (Denver Metro area)

Office Location(s): 1800 Wazee St, Suite 300, Denver, Colorado, United States

Geographic Context:

• The Denver Metro area offers a high quality of life, with a vibrant culture, outdoor recreation, and a strong job market.
• The area is home to numerous Fortune 500 companies and has a thriving tech industry.
• Denver has a semi-arid climate, with four distinct seasons and an average annual snowfall of 53.5 inches.

Work Schedule: Full-time, with flexible work arrangements and up to 50% travel

ASSUMPTION: The Denver Metro area offers a desirable work-life balance, with a variety of cultural and recreational opportunities. The hybrid work arrangement allows for flexibility and work-life integration.

💼 Interview & Application Insights

Typical Process:

• Phone or video screen with the hiring manager
• In-depth behavioral and situational interview with the sales team
• Final interview with the regional sales manager
• Background check and offer

Key Assessment Areas:

• Sales strategy and planning
• Relationship-building and customer management
• AI integration and problem-solving
• Adaptability and resilience in a fast-paced environment

Application Tips:

• Highlight your sales achievements and the impact you've made on customer relationships
• Demonstrate your understanding of AI and its applications in the workplace
• Tailor your resume and cover letter to emphasize your relevant skills and experiences

ATS Keywords: Commercial Account Executive, Sales Strategy, AI Integration, Mid-Market Clients, Territory Planning, CRM Hygiene, Customer Satisfaction, Relationship Management, Business Development, Product Demonstrations

ASSUMPTION: The interview process for this role is designed to assess the candidate's sales skills, strategic thinking, and cultural fit. Demonstrating a strong understanding of AI and its applications will be crucial for success.

🛠️ Tools & Technologies

• Salesforce
• Microsoft Office Suite
• AI-powered tools and platforms (e.g., ServiceNow, Einstein, etc.)

ASSUMPTION: This role requires proficiency in CRM software, such as Salesforce, and AI-powered tools and platforms. Familiarity with Microsoft Office Suite is also expected.

👔 Cultural Fit Considerations

Company Values:

• Customer Obsessed
• Innovation
• Integrity
• Performance
• Trust

Work Style:

• Collaborative and team-oriented
• Adaptable and resilient
• Strategic and results-driven

Self-Assessment Questions:

• Do you thrive in a fast-paced, dynamic sales environment?
• Are you comfortable working with AI-powered tools and platforms?
• Can you build and maintain strong relationships with customers and colleagues?

ASSUMPTION: ServiceNow values employees who are customer-obsessed, innovative, and committed to delivering results. Strong communication, collaboration, and adaptability are essential for success in this role.

⚠️ Potential Challenges

• Managing a large territory with a diverse customer base
• Keeping up with the latest AI trends and technologies
• Balancing sales targets and customer satisfaction
• Adapting to a hybrid work environment and frequent travel

ASSUMPTION: This role presents unique challenges, such as managing a large territory and keeping up with rapidly evolving AI technologies. Success requires strong organizational skills, adaptability, and a customer-centric mindset.

📈 Similar Roles Comparison

• Unlike other sales roles, this position requires a strong understanding of AI and its applications in the workplace
• ServiceNow's platform offers unique AI-powered solutions tailored to various industries and use cases
• Career progression may involve moving into management or leadership roles within the sales organization

ASSUMPTION: This role is unique in its focus on AI integration and requires a strong understanding of the technology's applications in the workplace. Career progression may involve moving into management or leadership roles within the sales organization.

📝 Sample Projects

• Developing a sales strategy for a new territory, including target prospect lists and regional sales plans
• Conducting a product demonstration and presentation for a potential customer, highlighting AI-powered features and benefits
• Managing an account to ensure customer satisfaction and improve additional revenue streams, using AI-driven insights and analytics

ASSUMPTION: These sample projects illustrate the key responsibilities and required skills for this role, focusing on strategic planning, customer interaction, and AI integration.

❓ Key Questions to Ask During Interview

• How does ServiceNow support the integration of AI into work processes and decision-making?
• What are the key challenges and opportunities in the Mid-Market client segment?
• How does ServiceNow foster a culture of innovation and continuous learning?
• What are the growth opportunities for this role, and how does the company support career development?
• How does the company balance sales targets and customer satisfaction in this role?

ASSUMPTION: These interview questions are designed to assess the candidate's understanding of the role, the company, and the industry. They also provide insight into the company's culture and values.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link
• Customize your resume and cover letter to highlight your relevant skills and experiences
• Prepare examples of your sales achievements and the impact you've made on customer relationships
• Follow up with the hiring manager one week after submitting your application to express your interest and reiterate your qualifications

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.