Senior CRM Account Executive, CPQ

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.

The Senior CRM Account Executive, CPQ will drive market success of ServiceNow’s Configure Price Quote (CPQ) and CRM Sales solutions. These solutions sit alongside our market-leading Service Management platform and unify the selling motion by giving sellers a single source of truth for products, pricing, quoting, and deal execution.

What you get to do in this role:

The Senior CRM Account Executive leads the full sales cycle for our CPQ and CRM Sales products, partnering closely with Solution Consulting, Product, and GTM teams. Responsibilities and activities may vary depending on territory, industry coverage, or account segmentation.

• Support territory strategy and planning by aligning CPQ/CRM capabilities to account priorities, whitespace, and revenue opportunities

• Lead discovery with customers to understand quoting challenges, product complexity, approval workflows, and seller inefficiencies

• Provide strategic input during account planning by identifying CPQ, quoting automation, or CRM workflow modernization use cases

• Ensure recommendations into account strategy are aligned with Now Value principles, quantifying business impact, efficiency gains, and AI-powered selling outcomes

• Partner with SC & Specialist SC teams to define roadmap alignment and ensure product fit, capability validation, and competitive positioning

• Coach AEs, ADRs, and account teams on CPQ/CRM opportunity triggers, value messaging, and how to position workflow automation within the broader selling motion

• Lead the full sales cycle including qualification, value-based selling, demonstrations, business case development, and negotiation

• Customize your time to the needs of the territory and account team while celebrating wins across the organization

• Champion diversity and belonging to contribute to an open and inclusive environment

To be successful in this role you have:

• Deep experience in solution sales, preferably within a CRM / Customer engagement/Customer Service Management /  CX / CPaaS / CCaaS / SOM vendor
• 8+ years of sales experience within complex software or platform solutions, selling CPQ, CRM, or Revenue/Sales Operations-related solutions
• An understanding of the CRM, CX, CSM, or CPQ  solution-related business processes
• Familiarity with the Manufacturing, Telco or Automotive industries
• 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.
• Experience leading virtual or matrixed teams
• Ability to understand broad, macro-level business IT needs for a prospective client
• 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, offices in Munich, Berlin, Dusseldorf and Frankfurt
• Fluency in German and English essential
• •Experience in leveraging or critically thinking about how to integrate AI into work processes, quoting automation, deal qualification, or seller workflows. This may include using AI-powered forecasting tools, automating approvals, generating quote insights, or exploring AI’s impact on sales productivity

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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