Senior Solution Sales Executive - Core Business Workflows

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
As a Core Business Workflows Solution Sales Executive at ServiceNow, you will be a specialist revenue leader responsible for driving growth across our AI-powered HR Service Delivery, Legal Service Delivery, Workplace Service Management, and Source-to-Pay product lines. You will work alongside enterprise account teams to identify, develop, and close transformational deals that help organisations move from fragmented, manual processes to connected, AI-augmented workflows on the Now Platform.
This is a quota-carrying, senior individual contributor role requiring deep domain expertise, executive-level relationships, and the ability to articulate business value across complex multi-stakeholder buying cycles. You will act as a trusted advisor to CHROs, CLOs, CFOs, CPOs, and COOs - demonstrating how ServiceNow delivers measurable outcomes across the full employee and operational lifecycle.
What You'll Do
Revenue Generation & Pipeline Development

• Own and exceed an annual revenue quota across the CBW portfolio - HR, Legal, Workplace, and Source-to-Pay
• Build and manage a qualified pipeline of 3-4x coverage through proactive prospecting, partner co-selling, and account expansion motions
• Lead territory planning with Account Executives to identify white-space opportunities and cross-sell potential within existing ServiceNow customers
• Drive net new logo acquisition and expansion deals within a defined set of strategic enterprise accounts

Solution Selling & AI-Led Transformation

• Position ServiceNow's AI capabilities - including Now Assist and generative AI workflows - as the backbone of modern HR, Legal, Workplace, and Procurement transformation
• Lead discovery and value engineering sessions to map customer pain points to quantified business outcomes
• Develop and present compelling business cases to C-suite and senior stakeholders, clearly articulating ROI, TCO reduction, and strategic differentiation
• Guide customers through multi-product architecture decisions, partnering with Solution Consultants and Platform Architects

Executive Engagement & Relationship Management

• Build and sustain VP to C-level relationships across HR, Legal, Finance, Procurement, and Workplace functions
• Establish yourself as a trusted advisor through thought leadership, industry insight, and deep platform knowledge
• Orchestrate executive briefings, customer advisory events, and peer-to-peer engagements to accelerate pipeline
• Partner with Customer Success to ensure post-sale adoption drives renewal and expansion confidence

Deal Execution & Commercial Leadership

• Lead complex, multi-threaded sales cycles from qualification through commercial close - typically 6-18 months in duration
• Navigate procurement, legal, and IT stakeholders to remove deal barriers and accelerate time-to-close
• Construct commercial frameworks, manage pricing negotiations, and coordinate with Deal Desk to structure winning proposals
• Maintain rigorous CRM hygiene in Salesforce, providing accurate forecasting and deal stage progression

Cross-Functional Collaboration

• Partner closely with Enterprise Account Executives, Platform Sales, Solution Consulting, and Customer Success teams
• Collaborate with Product Marketing to deliver customer feedback loops that shape roadmap prioritisation
• Coordinate with alliance and SI partners (Accenture, Deloitte, KPMG, IBM, Infosys) to develop joint go-to-market plans
• Represent ServiceNow at industry events, executive roundtables, and customer advisory boards

Qualifications
What You'll Bring
Core Experience

• 7+ years of enterprise SaaS sales experience, with a consistent track record of meeting or exceeding quota in complex solution sales environments
• Proven experience selling into at least two of the following domains: HR Technology, Legal Operations, Workplace Management, or Procurement / Source-to-Pay
• Demonstrable success selling AI-powered or automation-led enterprise software - including positioning AI use cases to senior business stakeholders
• Experience managing large, complex deals (£/$500K+ ACV) across multi-stakeholder buying groups and 6-18 month sales cycles

Domain Expertise

• HR: Understanding of HR service delivery models, employee experience platforms (Workday, SAP SuccessFactors, Oracle HCM), and the shift to AI-augmented HR operations
• Legal: Familiarity with legal operations, contract lifecycle management (CLM), legal service request management, and the GC/CLO agenda around cost and efficiency
• Workplace: Knowledge of integrated workplace management systems (IWMS), space utilisation, facilities management, and the hybrid work environment
• Source to Pay: Grounding in procurement transformation, supplier management, intake-to-procure workflows, and finance/procurement alignment
• AI: Ability to articulate the business value of generative AI, automation, and intelligent workflows - and address enterprise AI adoption concerns

Skills & Competencies

• Executive presence: ability to lead boardroom-level conversations with confidence and credibility
• Value-based selling: expert in discovery, business case development, and quantifying ROI for business transformation
• Commercial acumen: skilled in deal structuring, pricing strategy, and navigating complex commercial negotiations
• Collaboration: proven ability to orchestrate internal teams and external partners to deliver customer outcomes
• Analytical rigour: uses data, pipeline metrics, and market insight to make smart territory and pursuit decisions
• Adaptability: thrives in a fast-paced, high-growth environment with evolving product and competitive landscapes

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.
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