Enterprise Sales Associate

The Enterprise Sales Associate drives new sales revenue by teaming with Account Executives. Key functions include closing business in existing and suspect Enterprise accounts and sourcing new opportunities through prospecting. This involves building quotes, proposals, strategic account plans, running business reviews, and collaborating with the wider account team. The role offers a structured development path to become part of ServiceNow’s next generation of sales talent, focusing on learning, networking, and customer advisory.

Must Have

• Drive business to close in existing, under-penetrated and suspect Enterprise accounts
• Source net new opportunities into current customers and suspects through prospecting efforts
• Build quotes and proposals
• Create strategic account plans
• Run business reviews
• Work alongside the greater account team
• 1+ year of Sales or Entrepreneurial experience
• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving
• Proven track record of driving revenue and consistently meeting or exceeding sales quotas
• Familiarity with the entire sales cycle
• Demonstrated ability to build relationships with decision-makers at large enterprises
• Strong negotiation and relationship-building skills
• Demonstrated ability to understand customer pain points and translate them into specific solutions with measurable business outcomes
• Strong follow-up skills to ensure customer satisfaction and continued success post-sale

Good to Have

• Preferably in B2B sales targeting enterprise-level accounts
• Hungry & hardworking, self-motivated, results-driven, and goal-oriented with a strong desire to succeed
• Open to coaching, feedback, and continuous sales skills and technical knowledge improvement

Perks & Benefits

• Equity (when applicable)
• Variable/incentive compensation
• Health plans
• Flexible spending accounts
• 401(k) Plan with company match
• ESPP (Employee Stock Purchase Plan)
• Matching donations
• Flexible time away plan
• Family leave programs
• Flexible work persona

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 — 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

Candidate must be located in or nearby Vienna, VA, San Diego, CA or Waltham, MA.

This position reports to: Sr Mgr, ESA

The Enterprise Sales Associate is part of the global Digital GTM organization and will team with Account Executives (AE) to drive new sales revenue. The Enterprise Sales Associate has two key functions: 1) Drive business to close in existing, under-penetrated and suspect Enterprise accounts; 2) Source net new opportunities into current customers and suspects through prospecting efforts. In driving these opportunities to close, ESAs will build quotes and proposals, create strategic account plans, run business reviews and work alongside the greater account team comprised of the Account Executive, Solution Consultant, Solution Sales Executive, Renewal Account Manager and Customer Success.

The Enterprise Sales Associate role plays a key role in being a part of our next generation of sales talent through a structured development and promotional path.

Every day, you’ll get to:

• Learn from experienced Sales professionals by being part of the team and driving large Enterprise accounts through every stage of the selling process and customer journey
• Create formal networks with key decision makers and continually build a strong understanding of all aspects of the selling process
• Prospect under-penetrated Enterprise accounts and/or cross-sell applications on an ever-growing platform
• Provide ‘on demand’ sales support to customers
• Support Customer Success Managers and Renewal Reps to ensure health and retention of customers
• Be a trusted advisor to your customers by understanding their business and advising on how we can help their digital transformation roadmap
• Identify the right specialist/ support resources to bring into a deal, at the right time
• Drive sales process management, opportunity closure, and ongoing account management to ensure customer satisfaction and help drive additional revenue streams
• Invest in yourself by continuing to develop your skills through formal training, coaching and feedback

Qualifications

Sales Experience:

• 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
• Must have 1+ year/s of Sales or Entrepreneurial experience, preferably in B2B sales targeting enterprise-level accounts
• A proven track record of driving revenue and consistently meeting or exceeding sales quotas
• Familiarity with the entire sales cycle, including sales pipeline management, revenue forecasting, lead qualification, proposal development, negotiation, and closing deals

Relationship Management Skills:

• Demonstrated ability to build relationships with decision-makers at large enterprises, including VP-level executives, IT leaders, and business stakeholders
• Strong negotiation and relationship-building skills, engaging at various levels within enterprise accounts

Customer-Centric Approach:

• Demonstrated ability to understand customer pain points and translate them into specific solutions with measurable business outcomes
• Strong follow-up skills to ensure customer satisfaction and continued success post-sale

Professional Growth Mindset:

• Hungry & hardworking, self-motivated, results-driven, and goal-oriented with a strong desire to succeed
• Open to coaching, feedback, and continuous sales skills and technical knowledge improvement

For positions in this location, we offer a base pay of $63,060 - $97,800, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

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 employees depending on the nature of their work and their assigned work location. Learn more here

. To determine eligibility for a work persona, we may confirm the distance between your primary residence and the closest office using a third-party service.

Equal Opportunity Employer

We are 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), we may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon 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.

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