Sr Enterprise Account Exec - Higher Education

Sr Enterprise Account Exec - Higher Education

You will produce new business sales revenue from a SaaS license model. You will accomplish this through account planning, territory planning, researching prospect customers, using business development strategies and completing field-based sales activities within a defined set of ~20 Higher Education Institutions in the Northeast United States.

What you get to do in this role:

• Develop relationships with multiple C-suite personas (e.g., CFO, CIO, COO, CDO) across all product sales
• Oversee client relationship mapping to the account team, orchestrating an account strategy while leading across a broad virtual team (Solutions Consultants, Solutions Specialist, Success resources, Partners and Marketing, etc.)
• Be a trusted advisor to your customers by understanding their business and advising on how ServiceNow can help their IT roadmap
• Identify the right specialist/ support resources to bring into a deal, at the right time

To be successful in this role you have:

• Currently located in the Northeast, United States
• If not currently located in Northeast, must be very comfortable and flexible with frequent travel to locations such as NYC, Boston, and New Jersey
• 5+ years experience and success selling software to Higher Education vertical strong preferred
• If not Higher Education, 5+ years success selling large, complex Enterprise Software deals to SLED
• 10+ years of sales experience within Enterprise PaaS/SaaS organizations
• Experience establishing trusted relationships with current and prospective clients and other teams
• Experience producing new business, negotiate deals, and maintain healthy C-Level relationships
• Experience achieving sales targets
• 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, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.
• The ability to understand the "bigger picture" and our plans around IT
• Experience promoting a customer success focus in a "win as a team" environment
• Willingness to travel up to 50%

For positions in this location, we offer a base pay of $145,150 - $215,000, 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.