As a Core Business Workflows Solution Sales Executive at ServiceNow, you will be a specialist revenue leader responsible for driving growth across our AI-powered HR Service Delivery, Legal Service Delivery, Workplace Service Management, and Source-to-Pay product lines. You will work alongside enterprise account teams to identify, develop, and close transformational deals that help organisations move from fragmented, manual processes to connected, AI-augmented workflows on the Now Platform.
This is a quota-carrying, senior individual contributor role requiring deep domain expertise, executive-level relationships, and the ability to articulate business value across complex multi-stakeholder buying cycles. You will act as a trusted advisor to CHROs, CLOs, CFOs, CPOs, and COOs — demonstrating how ServiceNow delivers measurable outcomes across the full employee and operational lifecycle.
What You'll Do
Revenue Generation & Pipeline Development
- Own and exceed an annual revenue quota across the CBW portfolio — HR, Legal, Workplace, and Source-to-Pay
- Build and manage a qualified pipeline of 3–4x coverage through proactive prospecting, partner co-selling, and account expansion motions
- Lead territory planning with Account Executives to identify white-space opportunities and cross-sell potential within existing ServiceNow customers
- Drive net new logo acquisition and expansion deals within a defined set of strategic enterprise accounts
Solution Selling & AI-Led Transformation
- Position ServiceNow's AI capabilities — including Now Assist and generative AI workflows — as the backbone of modern HR, Legal, Workplace, and Procurement transformation
- Lead discovery and value engineering sessions to map customer pain points to quantified business outcomes
- Develop and present compelling business cases to C-suite and senior stakeholders, clearly articulating ROI, TCO reduction, and strategic differentiation
- Guide customers through multi-product architecture decisions, partnering with Solution Consultants and Platform Architects
Executive Engagement & Relationship Management
- Build and sustain VP to C-level relationships across HR, Legal, Finance, Procurement, and Workplace functions
- Establish yourself as a trusted advisor through thought leadership, industry insight, and deep platform knowledge
- Orchestrate executive briefings, customer advisory events, and peer-to-peer engagements to accelerate pipeline
- Partner with Customer Success to ensure post-sale adoption drives renewal and expansion confidence
Deal Execution & Commercial Leadership
- Lead complex, multi-threaded sales cycles from qualification through commercial close — typically 6–18 months in duration
- Navigate procurement, legal, and IT stakeholders to remove deal barriers and accelerate time-to-close
- Construct commercial frameworks, manage pricing negotiations, and coordinate with Deal Desk to structure winning proposals
- Maintain rigorous CRM hygiene in Salesforce, providing accurate forecasting and deal stage progression
Cross-Functional Collaboration
- Partner closely with Enterprise Account Executives, Platform Sales, Solution Consulting, and Customer Success teams
- Collaborate with Product Marketing to deliver customer feedback loops that shape roadmap prioritisation
- Coordinate with alliance and SI partners (Accenture, Deloitte, KPMG, IBM, Infosys) to develop joint go-to-market plans
- Represent ServiceNow at industry events, executive roundtables, and customer advisory boards