Enterprise Account Executive - GCC

About the Role: You'll build new business in GCC accounts by partnering with AI/Intelligent Automation CoE leaders, GBS leadership, Data & Analytics leaders, and Engineering teams to deploy AI at scale—accelerating process automation, unlocking data-driven decisions, and proving measurable productivity gains against their global innovation mandate. This role demands account strategy rooted in GCC P&L mechanics, multi-stakeholder navigation (CoE through C-suite), and the ability to size deals around AI-driven transformation ROI—not just licensing. You'll own a portfolio of GCC Accounts and execute field-based account plans that move from AI CoE discovery through CFO-led business case validation. What you get to do in this role: Build and orchestrate multi-stakeholder account strategies—starting with AI/Intelligent Automation CoE leaders, GBS heads, and Data & Analytics leaders based in the GCC, then presenting business cases to global CFOs, CIOs, and regional COOs who drive budget and strategic approval Map and navigate complex GCC decision-making structures, identifying which leaders own transformation mandates, data strategy, and cost-avoidance metrics Be a trusted transformation advisor: understand GCC P&L drivers, regulatory constraints, and local productivity mandates—then position how ServiceNow AI unlocks value that resonates with both GCC leadership and global finance/strategy buyers Orchestrate specialist resources (Solutions Consultants, AI specialists, Professional Services, product experts, partners) into deals at critical moments—CoE validation, business case build, implementation roadmap Execute vertical (GCC-specific) and horizontal (cross-function AI plays) sales strategies, scaling your territory while building a pipeline of Tier-1 GCC accounts Lead account planning that moves from CoE discovery through CFO-led business case validation, ensuring both innovation credibility and financial rigor Develop and collaborate with cross functional team through GCC-specific deal complexity—stakeholder navigation, ROI methodology, multi-quarter sales cycles Manage forecasting and communications with discipline, translating pipeline activity into predictable revenue Establish and nurture relationships at CoE leadership and C-suite levels, becoming the trusted advisor on GCC AI transformation strategy Drive customer success practices and long-term account expansion strategy post-close

To be successful in this role you have: 10+ years of enterprise software sales experience, with 3+ years selling to large GCC organizations. Proven ability to sell AI-driven transformation and automation solutions—demonstrating how AI impacts workflows, decision-making, and organizational productivity. Deep experience navigating multi-tiered, matrixed customer relationships in enterprises with 5,000+ employees, particularly in GCC/shared services environments Track record of closing large deals with CFO/COO involvement and complex sales cycles Demonstrated expertise sizing deals around business outcomes (cost-avoidance, FTE reduction, automation ROI) rather than licensing Strong GCC region knowledge—familiarity with Tier-1 Global Capability Centers, their organizational structures, and competitive dynamics Superior stakeholder management skills—ability to navigate C-suite relationships, build credibility with technical CoEs, and translate business impact for finance buyers Strong forecasting discipline, communication, and executive presence Competitive mindset, optimism, humility, strong work ethic, and excellent collaboration and listening skills Willingness and ability to travel 50% of the time for customer meetings, with occasional global stakeholder engagement

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 her