About this role.
ServiceNow is seeking a Senior Solution Sales Executive to drive growth for its Finance, Procurement, and Legal Workflow solutions. This quota-carrying role partners with enterprise sales teams to identify opportunities, lead strategic discovery, demonstrate solutions, and close complex deals. The ideal candidate balances executive presence with technical expertise, translating AI-driven workflows into clear business value for executive stakeholders. With 7+ years of enterprise software sales or consulting experience, the role focuses on building pipeline, driving revenue, and establishing trusted relationships. This position offers the opportunity to work with cutting-edge AI platform technology at a Fortune 100 Best Company to Work For.
Role DNA
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Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
4/5Communication Load
5/5Salary analysis
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Core skills
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Cover letter sample
Dear Hiring Manager,
I am writing to express my strong interest in the Senior Solution Sales Executive - Finance & Supply Chain Solutions position at ServiceNow. With over 8 years of enterprise software sales experience, including a proven track record selling complex SaaS and AI-driven solutions into finance and procurement organizations, I am confident in my ability to drive pipeline growth and close strategic deals. My background in leading executive discovery sessions and delivering compelling product demonstrations has enabled me to consistently exceed quotas and establish trusted relationships with C-level stakeholders.
I am particularly drawn to ServiceNow's mission of making the world work for everyone through AI-powered workflows. Your focus on autonomous finance, procurement, and legal solutions aligns perfectly with my domain expertise in these areas. I have deep familiarity with competitors like SAP, Oracle, and Coupa, and I excel at bridging technical capability with business value in ways that resonate with transformation-minded executives. I thrive in fast-paced, matrixed environments and am eager to contribute to ServiceNow's ambitious growth.
Thank you for considering my application. I look forward to the opportunity to discuss how my skills in solution selling, account strategy, and executive engagement can help ServiceNow win in the financial services and supply chain sectors.
Sincerely,
[Your Name]
Sample interview questions
In a previous role, I sold a Source-to-Pay suite to a global manufacturer. I led executive discovery with the CFO, CPO, and CIO, quantifying the ROI of automating procurement workflows. I built a business case showing a 20% reduction in procurement cycle times and gained buy-in from all parties through a series of tailored demonstrations and ROI workshops. The deal closed in 9 months for $2.5M ARR, exceeding quota by 30% that quarter.
I would start by listening to their pain points and identifying specific inefficiencies in their current processes. Then, I would translate AI capabilities into tangible outcomes, such as reduced manual effort, faster cycle times, and improved compliance. I would share relevant case studies from similar industries and arrange a proof-of-concept to demonstrate the value in their environment, building confidence through measurable results.
ServiceNow differentiates through its single-platform architecture that connects finance, procurement, legal, and beyond into an integrated workflow. While competitors focus on niche functionalities, ServiceNow's AI-powered automation spans the entire enterprise, enabling seamless data flow and end-to-end visibility. This leads to faster implementation and a unified user experience. I also highlight the Now Platform's extensibility and integrations, which protect existing IT investments.
I prepare by researching the company's strategic goals, financial metrics, and industry pressures. During the session, I ask open-ended questions to understand current pain points, such as 'What keeps you up at night regarding your procure-to-pay process?' I then map those issues to quantifiable metrics like cost per invoice, days payable outstanding, and compliance risk. By modeling the financial impact of improvement, I present a clear ROI that resonates with executives and drives urgency.
I use a disciplined approach to pipeline management, categorizing opportunities based on deal size, probability, and strategic fit. I focus my time on deals that are both transformational for the customer and aligned with our quarterly business goals. I also maintain open communication with the core account teams through regular cadence calls, ensuring we agree on target accounts and share up-to-date intelligence. This collaboration helps us move deals forward efficiently without duplicating efforts.
Company Description
At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you.
With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we’re proud to be one of FORTUNE 100 Best Companies to Work For® and World’s Most Admired Companies™.
Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.
Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.
Job Description
About the Role
ServiceNow empowers organizations with AI-driven autonomous workflows to streamline operations and achieve results. We seek an experienced solution sales specialist with business expertise and technical skills to drive growth for our Finance, Procurement, and Legal Workflow solutions. This quota carrying sales role will partner with enterprise sales teams to identify opportunities, lead strategic discovery, demonstrate solutions, and close complex deals. Your dual expertise—part consultant, part seller—positions you to bridge technical capability and business value in ways that resonate with executive stakeholders.
What You’ll Do
- Build and refine the qualification criteria, account strategy, sales motion, and the pitch.
- Build pipeline and generate revenue for Autonomous Finance, Procurement, and Legal Workflow solutions.
- Lead executive discovery sessions to uncover challenges and quantify AI value.
- Develop account strategies focused on customer transformation.
- Deliver impactful demonstrations and handle technical questions.
- Establish trusted relationships with executive sponsors and collaborate across teams.
- Stay informed about emerging AI technologies and workflow automation trends.
What Makes You Successful
- Balance executive presence with technical know-how.
- Simplify technology into clear business narratives.
- Thrive in ambiguous situations and solve complex problems.
- Prioritize high-impact opportunities.
- Work well in matrixed environments.
Qualifications
Required Qualifications
- 7+ years of enterprise software sales or consulting experience.
- Proven success selling complex SaaS, ERP, finance, legal, or AI solutions.
- Domain expertise in procurement, financial operations, contract management, or legal tech.
- Experience in overlay, matrixed, or specialized sales.
- Skilled at leading executive engagements and product demonstrations.
- Strong executive communication and organizational skills.
- Willingness to travel
Preferred Qualifications
- Experience selling or working with AI platforms and intelligent automation.
- Familiarity with ServiceNow, SAP, Oracle, Workday, Ariba, Coupa, etc.
- Knowledge of APIs, integrations, and enterprise architecture.
- Active use of AI tools.
- MBA or equivalent work experience.
Additional Information
ServiceNow is an Equal Employment 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.
At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here to learn about our work personas: flexible, remote and required-in-office.
If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at talent.acquisition@servicenow.com for assistance.
For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government.
Please Note: Fraudulent job postings/job scams are increasingly common. Click here to learn what to watch out for and how to protect yourself. All genuine ServiceNow job postings can be found through the ServiceNow Careers site.
From Fortune. © 2022 Fortune Media IP Limited All rights reserved. Used under license.
Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of, ServiceNow.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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