• Own and grow a book of dealer accounts, selling across the full Cars Commerce suite: Cars.com marketplace, Dealer Inspire digital retailing and websites, Accu-Trade, and digital media solutions • Lead discovery conversations at the dealer principal, GM, and marketing director level to understand each dealer’s operational and growth challenges • Build tailored, multi-solution proposals that tie Cars Commerce products to measurable dealer outcomes (leads, inventory turn, digital retailing performance, trade acquisition efficiency) • Manage complex, multi-stakeholder sales cycles from initial engagement through close and expansion • Develop and execute account plans across your territory to maximize penetration and revenue per rooftop • Identify whitespace — dealers not yet leveraging the full platform — and create pathways to deeper adoption • Partner with Customer Success and Dealer Success Managers to ensure seamless onboarding and expansion post-sale • Stay current on automotive retail trends, OEM programs, inventory market conditions, and competitive landscape to advise dealers as a credible industry consultant • Serve as a trusted advisor to dealer groups and multi-rooftop accounts, building long-term relationships that insulate against competitive pressure • Maintain rigorous pipeline, forecasting, and activity data in Salesforce — daily updates, accurate stage management, and 3–5x pipeline coverage • Operate within a structured sales methodology (Sandler, Challenger, SPIN, MEDDIC, or equivalent) and be able to articulate how you apply it • Provide field-level market intelligence to product, marketing, and leadership teams • Travel regularly within your territory; this is a road-warrior role with frequent in-person dealer visits expected

• Develop customer relationships to sell products and services • Prospecting, cold-calling, networking, and generating leads • Manage a new business portfolio, identifying and matching business needs to the T-Mobile for Business product portfolio • Responsible for new logo growth in underserved territories • Connect with executives to sell innovative solutions that will transform their business • Meet and exceed monthly sales quota objectives • Analyze customer needs and utilize solution-based selling techniques to demonstrate the value of T-Mobile products and services • Tailor customer recommendations to negotiate and close business

We are rebuilding biotech for the AI era. When a breakthrough is delayed, the world waits. Getting a molecule from discovery to patients, or a crop from lab to field, involves thousands of slow, manual, disconnected steps. AI has the potential to change this, compressing decades of R&D work into years. But that only happens when clean, structured scientific data and AI are built into how science gets done. Benchling is the AI platform for biotech R&D. Scientists use Benchling to design experiments, capture structured data, and run AI agents and models directly in their workflows. Over 200,000 scientists around the world trust Benchling to power their most important work, from academic labs to Sanofi, Moderna, and more than half of the world's top 50 biopharma. We’re building an AI scientist for our customers. We can’t do that if we haven’t built the muscle ourselves. AI fluency is the foundation we build on; it's core to how we work, and we're committed to helping every new hire integrate it into their day-to-day. As part of our interview process, you'll complete a brief AI-focused exercise or discussion so we can understand how you think about and use AI to drive impact in your role. Feel free to reference any tools, platforms, or workflows you use today. ROLE OVERVIEWWe are seeking a motivated and results-driven Enterprise Account Executive to join our Enterprise team. In this role, you will be responsible for driving new business into different lines of business within your designated 1-3 of the Top 50 global accounts, focusing on building and maintaining strong relationships with key stakeholders across various personas within an account (IT, Science/R&D, Data Science). You will play a crucial role in expanding our customer base and ensuring successful sales outcomes through effective pipeline generation and accurate sales forecasting. RESPONSIBILITIES - Pipeline Generation: Creating 80% of your pipeline by identifying new business opportunities and engaging with multiple personas within the prospect/customer base in partnership with your SDR. Utilize various strategies and tools to generate leads and move them through the sales cycle. - Sales Forecasting: Develop and maintain accurate sales forecasts (+/- 10 of goal),, leveraging data to inform decision-making and ensure predictable revenue outcomes with the goal of consistent attainment of revenue targets. - Solution Selling: Effectively communicate the value of our platform, tailoring presentations and proposals to meet the specific needs of each prospect. - Negotiation and Closing: Lead negotiations with potential clients, by thoughtfully addressing key stakeholders including multiple personas and CxO in the buyer journey, while navigating organizational complexities, addressing objections and securing new business agreements. - Account Management: Work across multiple personas within an account to understand their unique needs and align Benchling’s solutions with their business objectives. - Collaboration: Partner with internal teams (marketing, product, customer success, etc) and external teams (GSIs, AWS, etc) to ensure a seamless experience for clients and drive long-term customer satisfaction. - Continuous Learning: Stay informed about industry trends, competitors, and emerging technologies to maintain a competitive edge in the market. You are a curious learner who is striving to elevate their craft to the next level. - Process: Drive the sales process through Pipeline Generation (PG), Leading Indicators to drive repeatable success, 3 Why’s/MEDDICC & ability to build champions across the user community, middle management & ‘C’ Suite. Maintain account integrity and opportunity data within company systems; Salesforce. QUALIFICATIONSYou are drawn to our mission and you want to help Benchling win new business across your respective accounts. You are committed to working in a collaborative environment, working together as a team. You have a love for working in a fast-paced startup/pre IPO environment and taking the initiative to get stuff done and try new things. You are passionate about powering new possibilities in biotech faster. - Proven experience as a global enterprise/major accounts seller, preferably within a data management, workflow SaaS or technology-driven environment that sells to multiple personas across IT & various Line of business. - Demonstrated ability to drive pipeline generation and manage complex sales cycles of 7+ figure deals. - Strong sales forecasting skills with a track record of meeting or exceeding targets. - Demonstrated success in selling products or solutions that typically fall outside of pre-established budgets, with a proven ability to build a compelling business case and influence purchasing decisions. - Experience working with diverse personas within an account (from technical decision makers, business decision makers & CxO execs), with the ability to influence decision-making at all the levels. - Dynamic communication, negotiation, and interpersonal skills. - Self-motivated, with a strong drive to achieve and exceed goals. - Ability to work independently as well as collaboratively in a team environment. - Ability to leverage the MEDDICC sales methodology is highly recommended - Knowledge of the life sciences industry, including: R&D, and/or IT functions is preferred but not required. #LI-Remote #BI-Remote #LI-SF1 Benchling welcomes everyone. We believe diversity enriches our team so we hire people with a wide range of identities, backgrounds, and experiences. We are an equal opportunity employer. That means we don’t discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We also consider for employment qualified applicants with arrest and conviction records, consistent with applicable federal, state and local law, including but not limited to the San Francisco Fair Chance Ordinance.

Company Description It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone-freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow- helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started. Join us to put AI to work for people. 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) 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. ©2026 Fortune Media IP Limited. All rights reserved. Used under license.