Lead Mid-Market Account Executive

You’ll drive new business sales revenue from a SaaS license model.   You’ll own a high-velocity product-led sales motion for SMB and Mid-Market accounts. Your work starts with self-serve trial and product signals, then moves into consultative, multi-threaded deals where buyers expand usage, add teams, and convert to annual commitments. You will combine account planning, territory planning, prospect research, business development, and targeted field activity across a defined set of prospects, territory, or vertical. 

What you get to do in this role: 

Convert product-qualified leads from free trials, Slack and Teams installs, and inbound requests into paid, annual commitments 

Build relationships with multiple decision-makers and influencers (e.g., IT leaders, CIOs, COOs, HR and Legal leaders, and operations heads) who own employee-facing request workflows 

Expand accounts by identifying new teams that can benefit from Flow (IT, HR, Legal, Finance, and others) and driving land-and-expand across departments 

Run efficient and repeatable pipeline in a high-volume environment, managing a portfolio of SMB and Mid-Market accounts with disciplined forecasting and CRM hygiene 

Act as a trusted advisor by understanding each customer’s request volume, support bottlenecks, and tool stack, then show how Flow resolves those requests and reduces ticket queues 

Partner with existing ServiceNow customers to activate Flow using assists they already own, removing procurement friction and accelerating time to value 

Identify the right specialists and support resources (solutions consultants, customer success, partners, and marketing) at the right moment in a deal. Use product usage data, in-app signals, and customer feedback to shape your outreach, identify expansion opportunities, and surface insights to product and go-to-market teams