• Own and deliver net-new ARR quota within Enterprise segments. • Develop and execute strategic account plans to convert high-value prospects into new customers. • Lead complex discovery across executive, procurement, security, and technical stakeholders. • Navigate regulatory, compliance, and procurement processes associated with Enterprise and Government buyers. • Build and defend business cases aligned to measurable customer outcomes. • Manage extended sales cycles with high average selling prices. • Maintain strong forecast accuracy and opportunity inspection discipline. • Partner cross-functionally to mitigate technical and commercial risk in high-impact deals. • Transition new customers to post-sale teams following contract execution. • Perform other duties and responsibilities as required to support business needs.

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 Job Description The New Logo Account Executive is a pivotal role to ensuring ServiceNow's continued growth. In this role, you will identify new business by strategically navigating a targeted set of prospective accounts to close initial opportunities and convert our Prospects to Customers who will grow with us for years to come. By deeply understanding their unique company challenges and goals, you will pair them with solutions that will help them reach their business objectives and blaze new trails within their organizations. You play a critical part in our "DESCO21" go-to-market strategy, and you will be set up for success within a fast paced, collaborative, and inclusive culture. You are a self-starter and an innovator. You will establish relationships within a defined set of accounts to achieve net new revenue growth targets for your given territory. By leveraging analytics, case studies, past performance, and market intelligence, you will create a territory plan and craft your own target account strategies. You will then apply these strategies and leverage your extended sales team and partner ecosystem to sell the value and long-term ROI of one or more of our industry leading solutions. Post-sale you will lead in orchestrating the transition of these accounts to our established Account Management team as you continue to focus on net new logo accounts. What you get to do in this role: - Strategic territory planning - Follow a disciplined and analytical approach to planning and maintaining a target new account pipeline. Keep pipeline current and progressing. - Sales strategies - Develop effective and specific account plans to maximize new revenue growth. Develop and leverage relationships throughout our strong partner networks and in your net new customer accounts to drive strategy through organization. - Creative marketing and prospecting - Think outside-the-box to cultivate awareness of the ServiceNow vision. Strong planning and execution of targeted campaigns for your territory. - Customer Acumen - Actively understand each customer's strategic growth plans, technology footprint and corresponding technology strategy, internal challenges and competitive landscape. Review public information (e.g., new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect. - Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap. - Account Transition - After successfully closing your initial sale, you will orchestrate the transition of the account to our Account Management team. - Net New Revenue - Execute on new business revenue goals for the organization. Qualifications To be successful in this role you have: - Candidates living in GA, FL, NC or SC will be considered - Proven track record of new logo sales experience in IT Service Management, HR, Security Operations, Customer Service, IT Operations Management (within software or IT sales organizations) with a demonstrated ability to generate new business at new accounts. - Demonstrated experience in territory strategy, planning and sales execution with measurable wins. - Ability to understand broad, macro-level business IT needs for a prospective client. - Ability to break down a complex sales process into discrete activities and see steps ahead to deliver customer outcomes. - Excellent interpersonal skills to inspire and lead a matrix team to establish trust and credibility with prospective customers. - Demonstrated perseverance, resilience, and savvy to find new creative paths to open doors, increase interaction and participation, and engage prospects. - The ideal candidate lives our values to "stay hungry and humble" and doesn't take their success for granted, always curious, ready to learn and evolve. - Travel up to 50% (depending on geography/region) Qualifications Preferred Qualifications - 4+ years of quota carrying, technology solution-based direct sales experience, penetrating net new accounts within a territory. - Strong sales strategy skills and demonstrated experience prospecting and bringing in new business. - Experience and success selling a variety of SaaS solutions across all lines of business. - Demonstrated experience in keeping accurate forecast your territory, monthly/quarterly/annually, utilizing sales tools and analytics to target customers with higher propensity to buy and creating strategies that maximize success. - Ability to thrive in a fast-paced environment. - Track record of consistently achieving or surpassing your sales quota 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 globaltalentss@servicenow.com 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.

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 KRITIS District is part of the Public Sector team at ServiceNow Germany, focusing on organizations that make a significant contribution to Germany's critical infrastructure. Our customers include institutions from the healthcare sector - including statutory health insurers, hospitals, and university medical centers - energy suppliers, operators of public transport infrastructure, airports and seaports, as well as other organizations subject to KRITIS regulation. These customers share a common challenge: they must modernize highly complex, regulated operating environments without compromising the availability of critical services. At the same time, requirements under frameworks such as the IT Security Catalogue, BSI IT-Grundschutz, and NIS2 are continuously increasing. ServiceNow addresses exactly this need - as a platform that digitizes existing processes, connects silos, and makes compliance requirements operationally manageable. The Role As Account Executive for Transport & Mobility, you are responsible for the full sales cycle with operators of critical transport infrastructure in Germany - with a primary focus on major airports (e.g. Fraport/Frankfurt, Flughafen München) and large public transit operators (e.g. BVG, MVG, HVV). You develop existing customer relationships strategically and open new accounts - with the goal of establishing ServiceNow as the digital platform for operational and regulatory requirements in the transport sector. Your Responsibilities - Own the full sales cycle - from identification through to closing - Build and maintain relationships at C-level and key decision-maker level - Develop account-specific strategies taking into account regulatory requirements (NIS2, BSI, KRITIS-Dachgesetz) - Work closely with Solution Consulting, partners, and the KRITIS team - Take ownership of revenue targets and pipeline development within your assigned territory Qualifications Your Profile - Proven track record in IT solution sales or IT consulting directly with major German airports (e.g. Fraport/Frankfurt, Flughafen München) and/or large public transit operators (e.g. BVG, MVG, HVV) - ideally with existing customer relationships at one or more of these organizations - Established personal network among key stakeholders in the German airport and public transit sector - including IT leadership, operations management, and procurement decision-makers - with a deep understanding of the organizations' internal processes, governance structures, and digitalization priorities - In-depth understanding of the regulatory landscape governing critical transport infrastructure - including KRITIS regulation, NIS2, BSI IT-Grundschutz, and the KRITIS-Dachgesetz - and the ability to translate compliance requirements into actionable platform use cases - Strong familiarity with the partner and consulting ecosystem active in the airport and public transit sector - including IT service providers, system integrators, and specialized advisory firms - combined with working knowledge of public procurement law (Vergaberecht), framework agreements (Rahmenverträge), and EVB-IT contract types relevant to publicly owned transport operators - Understanding of core operational processes in airports and/or public transit - such as passenger handling, fleet and asset management, safety and security operations, or infrastructure maintenance - and the ability to connect these to platform-based IT solutions - Demonstrated ability to navigate complex, multi-stakeholder sales cycles in publicly owned or regulated organizations - combining strategic patience with the persistence to advance deals in consensus-driven environments - Native-level German, good command of English What We Offer - One of the most strategically significant growth areas at ServiceNow Germany - Integration into an experienced, cross-functional Public Sector team - Clear career path at one of the fastest-growing technology companies in the world - Attractive compensation model with uncapped variable component 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 globaltalentss@servicenow.com 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.

Role Description As the Account Executive, you will own new-logo revenue growth end-to-end, prospecting through close. You will focus on data center and generation developers navigating the interconnection process. This is a high-impact role for a consultative seller who can earn credibility with technical stakeholders, translate interconnection pain into clear business value, and run strong, efficient deal cycles. You'll lead discovery, run demos solo, coordinate technical benchmarking, and guide negotiations to signature; typically in a 2-3 month cycle with six-figure ACV deals. After close, you'll support Customer Success in managing the ongoing relationship. This is a U.S.-based remote role with domestic travel for industry events and periodic company off-sites. Responsibilities - Own New-Logo Pipeline: Build repeatable outbound/inbound motion to create and advance qualified opportunities with data center and generation developers to support new ARR target of $2M. - Discovery + Demo: Run consultative discovery, map stakeholders/decision criteria, and deliver tailored demos and benchmarking; pull in technical teammates for deep dives. - Account Qualification: Quickly assess ICP fit, urgency, buying process, and budget; disqualify early, and focus time on high-probability paths to close. - Technical Evaluation: Coordinate benchmarking and proof points so prospects gain confidence in Piq's platform and team. - Negotiate + Close: Lead pricing, commercial terms, and procurement to signature; maintain momentum and crisp next steps. - Industry Presence: Use conferences/events to network, generate pipeline, and deepen key relationships. - Team Collaboration: Share market feedback with product/leadership and hand off closed accounts cleanly to Customer Success. Qualifications - 3+ years closing in consultative B2B in energy industry (energy SaaS, grid analytics, interconnection services, power systems consulting, or adjacent). - Track record closing $100k+ ACV deals and delivering multi-million-dollar annual new ARR bookings. - Credibility selling to developers and/or adjacent stakeholders (utilities, ISOs/RTOs, power system consultants). - Strong executive communication and stakeholder management; translate technical complexity into business outcomes. - Experience building pipeline, maintaining clean records in CRM, and comfort using AI tools to improve prospecting, follow-up, and internal efficiency. - Successfully partnered with technical teams through evaluations (benchmarks, pilots, technical objections) to keep momentum through objections. - Self-directed, proactive, resilient in an AI-native startup environment. - U.S.-based; able to travel domestically up to ~30%. Bonus Points - High-level interconnection fluency (cluster processes, study phases, upgrades/costs, queue dynamics, basic power flow) and ability to engage confidently. - Sold into data center developers and/or utility-scale generation developers. - Sold into utilities. - Contributed to early-stage GTM iteration (playbooks, messaging, ICP refinement, process improvements). Benefits - Shape the future of the power grid. - Work with a passionate, mission-driven team. - Collaborate in a global, remote-friendly environment. - Be part of the early team and contribute to shaping the company's direction. Accessibility Piq Energy encourages individuals of all racial, ethnic, and socioeconomic backgrounds and all gender and sexual identities to apply for this position. Piq Energy is an equal opportunity employer and considers qualified applicants for employment without regard to race, color, creed, religion, national origin, sex, sexual orientation, gender identity and expression, age, disability, veteran status, or any other basis prohibited by applicable law.