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 Energy & Utilities Vertical Enterprise Segment The CRM AE will oversee market success of ServiceNow's CRM products. These products are built on our market leading Service Management platform and create a single source of truth that allows enterprise processes to execute with uniform information. What you get to do in this role: The CRM AE supports the strategy and solution win for specialty solution areas depending on engagement model. Responsibilities/ activities can vary by solution area given coverage capacity. - Support territory strategy and planning to improve vertical agreement, account use case targeting and execution - Provide input to AE during the account planning process based on territory strategy and recommendation - Ensure recommendation to territory strategy and account planning is aligned with Now Value principles - Support customers to envision the value of a digital transformation and support development of strategy by partnering with rest of account team, customer and partners. - Interlock with SC & Specialist SC on Capability Roadmap for feedback and agreement and team based on engagement model - Coach AEs, ADRs, ACE with foundational specialty solution area knowledge to identify specialty solution opportunities and help manage the sales cycle - Customize the time allocation of responsibilities to the needs of the territory and account team and celebrate successes - Champion diversity and belonging to contribute to an open and inclusive environment Qualifications To be successful in this role you have: - Location Requirement: Currently located in a major metro US-West or US-Midwest Regions - Must have expertise and demonstrated success selling to Energy and Utilities industry - 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. - 7+ years knowledge on return on investment of specialty solutions area (CRM SaaS) to lead solution win - Full cycle AE experience: from demand generation to negotiation/close - 10+ years experience as an AE or full cycle specialist sales position - Understanding of business sales processes - Travel required: 30-50% 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 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: - 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. - 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) and/or Management Consulting, 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) - One local language (preferably Estonian) and English, Russian would be a plus Preferred Qualifications - 7+ 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.

Your role at DynatraceWe are looking for a candidate to fill a newly created position as an Enterprise Expansion Account Executive. In this role, you will drive sales growth through targeted acquisition and expansion efforts across various industry segments. It’s all about a “land and expand” approach amongst enterprise-grade organizations. As part of your responsibilities, you’ll oversee 7 to 10 existing customer accounts. Your focus will be on nurturing these relationships and expanding partnerships. Additionally, you’ll engage with 5 to 8 potential customers, introducing them to our offerings. After successfully converting prospects, you’ll have the chance to maintain those accounts and explore opportunities for upselling and cross selling our solutions. Collaborating closely with our high-performing sales professionals, SDRs, and partners, you’ll be on the path toward achieving ultimate success. - Execute on territory plans to deliver maximum revenue potential within a pool of regionally focused Enterprise accounts. - Collaborative pre-defined SE support based on region. 7-10 customers, 5-8 prospects, with 18 total accounts. - Drive new logo customers whilst also focusing on expanding Dynatrace usage within existing accounts. - Consult with Vice President and C-level executives to develop and implement an effective enterprise-wide strategy that maximizes the value delivered by Dynatrace; position Dynatrace relative to the competition. - Generate velocity by establishing Dynatrace in new markets through product demonstrations, in-market events and account specific initiatives. - Develop a contact network within named accounts and channel partners to ensure Dynatrace can be sold broadly and effectively. - Work closely with Dynatrace functional areas such as sales engineering, marketing, legal, finance and other lines of business to develop and execute a solution strategy to meet customer business needs. - Ensure your customers’ implementations are wildly successful. What will help you succeedMinimum Requirements: - HS diploma or GED AND a minimum of one year of experience in closing enterprise software sales. Preferred Requirements: - You show a successful track record in Enterprise software sales across many business functions within the executive level of a customer. - You can manage sales cycles within complex organizations, while compressing decision cycles. - You have outstanding organizational and communication skills (written and oral, negotiation and presentations skills). - You are confident in building a diverse territory plan and have familiarity in leveraging a sales ecosystem. - You have proven experience in acquiring new business. - You thrive in high-velocity situations and can think/act with a sense of urgency. - You are a motivated and tenacious self-starter who consistently delivers high performance against quota, driven by VP- and C-level relationships. - You know how to build and execute business plans and sales plays. - You know how to collaborate and co-sell internally across all supporting resources to maximize your effectiveness and advance the sales process (familiar with MEDDPIC). You are familiar with the observability and modern application market. Why you will love being a Dynatracer - Dynatrace is a leader in unified observability and security. - We provide a culture of excellence with competitive compensation packages designed to recognize and reward performance. - Our employees work with the largest cloud providers, including AWS, Microsoft, and Google Cloud, and other leading partners worldwide to create strategic alliances. - The Dynatrace platform uses cutting-edge technologies, including our own Davis hypermodal AI, to help our customers modernize and automate cloud operations, deliver software faster and more securely, and enable flawless digital experiences. - Over 50% of the Fortune 100 companies are current customers of Dynatrace. Compensation and Rewards - The base salary range for this role is $128,000 - $160,000. When determining your salary, we consider your experience, skills, education, and work location. - Our total compensation package includes unlimited personal time off, an employee stock purchase plan, and a reward system. - We also offer medical/dental benefits, and a company matching 401(k) plan for retirement. Equal Employment OpportunityAll your information will be kept confidential according to EEO guidelines. We offer competitive compensation, company-sponsored premium benefits, medical, dental, vacation/holidays, company matching 401(k) Plan, etc. Dynatrace is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, gender identity, religion, national origin, ancestry, citizenship, physical abilities, age, sexual orientation, creed, disability status, veteran status, pregnancy, genetic status, or any other characteristic protected by law. If your disability makes it difficult for you to use this site, please contact careers@dynatrace.com. Dynatrace participates in E-Verify, participant information in English and Spanish. Right to work information in English and Spanish. EEO is the Law. To be considered for this position, please upload your resume/CV.

• Strategic Selling & Expansion: Manage consultative sales engagements with senior education leaders, tailoring messaging to district-specific challenges, instructional goals, and funding realities. • Position Lexia’s solutions against competitors by articulating differentiated value, research-based outcomes, and implementation success stories. • Develop strategic proposals and multi-year implementation plans in collaboration with internal teams, aligned to district priorities and funding timelines. • Examine territory data, trends, education policy, funding cycles, and market conditions to identify the best strategic approach. • Identify and penetrate new buying centers within existing accounts to drive expansion and long-term growth. • Pipeline Development & Forecasting: Generate, grow and maintain a robust pipeline of high-value greenfield opportunities across large and complex education systems. • Proactively reach out to high potential accounts, leveraging relationships and expertise to become the preferred provider. • Accurately forecast new business and expansion revenue, leveraging historical data and territory insights. • Track all sales activity, opportunities, and outcomes in Salesforce and other productivity tools. • Share market intelligence, competitive insights, and strategic feedback with sales leadership to inform go-to-market strategies. • Market Engagement & Thought Leadership: Serve as the executive sponsor and trusted advisor to senior district administrators (e.g., superintendents, chief academic officers, curriculum heads) with Lexia’s largest strategic accounts. • Represent Lexia at national and regional conferences, trade shows, and education events to build brand awareness and generate strategic leads. • Serve as a thought partner to district administrators, offering insights on literacy trends, funding strategies, and instructional innovation. • Manage multi-stakeholder sales engagements/events involving high-dollar, multi-year agreements and multi-product solutions. • Present meaningful and timely thought leadership sessions at trade shows and conferences.