How is the...

Question

How is the role as a Commercial Account Executive? Is this considered midmarket? % of reps that hit their number?

Current Employee · Accepted Answer

Technically, SN used to draw the line between Commercial and Enterprise at the 5K employee mark.  When the change came to verticalize, they pulled a lot of former "Commercial" accounts into the Enterprise segment to fill out these vertical territories.  What it meant was that there were a lot "Enterprise" level accounts that had no business being in that segment.   Then, last year, they effectively moved Enterprise AEs that used to have new logo prospects and current customers into more of an account management function.   This pushed a lot of the new logo hunting down to the commercial segment and they even created NNL (net new logo) hunter teams, largely made up of "early in career" sales folks.   If you haven't bought ServiceNow by this point, you're either too small to justify the cost, or you have a violent reaction to anything ServiceNow produces.   Just my $0.02.  These commercial AEs have smaller quotas, but the territories are VERY well farmed (i.e. - the swamp has been drained)...

SN has a great product market fit, but the low hanging fruit is long gone...

Current Employee · Answer

Commercial AEs are mostly new logo hunters. ServiceNow has shifted to an industry vertical model for all Enterprise accounts ie Healthcare, Financial Services, etc.  ServiceNow does have a growing SMB team as well.

Former Employee · Answer

How well do the Commercial teams do? I'm currently an AE at SAP and potentially may make the switch to ServiceNow

Former Employee · Answer

OK, thank you so much for this answer so I’m assuming the territories are pretty saturated and may be hard to make quota ….

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How is the role as a Commercial Account Executive? Is this considered midmarket? % of reps that hit their number?