Sales doesn't win our biggest accounts alone — and neither does marketing. This role sits at the intersection: you're the strategic marketing partner sales leadership turns to, both for winning the pursuit in front of them and for compounding account value over years, not just quarters.

You'll own a portfolio of ANZ's largest, most strategic accounts — spanning government, financial services, and large enterprise — most with long, multi-stakeholder, procurement-heavy sales cycles. Every account has two clocks running: the pursuit clock (the deal your sales partner needs to close this quarter) and the account clock (the multi-year relationship you're building equity in). This role is about learning to run both at once, and doing it as a genuine partner to sales, not a service function they hand a brief to.

How you'll partner with sales

Fueling active pursuits

• Build and execute account-specific pipeline programs that reach the right buying-group contacts at the right moment in a live deal.
• Sit inside deal strategy with your account team — mapping stakeholders, spotting gaps, and designing the marketing moment that moves a stalled pursuit forward.
• Track and report what's working — engagement, meetings booked, pipeline generated and progressed — so sales can see marketing's fingerprints on every deal you touch.

Growing accounts for the long term

• Build and own the multi-year ABM plan for your named accounts, aligned with sales and regional marketing leadership on where the account is headed, not just this quarter's number.
• Build and maintain account profiles, target personas, and a living database of named contacts, so the account's buying group gets sharper every quarter instead of starting from scratch.
• Look for ways to make your programs work harder over time — refining segmentation, tactics, and process as you learn what actually moves each account.

Making it real

• Partner with design, digital, and external agencies to turn account strategy into content and assets your sales team can put in front of a specific contact, at a specific moment.
• Use AI to sharpen targeting, personalize engagement at scale, and free up time for the strategic thinking a machine can't do for you.
• Be the connective tissue between your account teams and the wider marketing organization — campaigns, partner, digital, and executive marketing — so your accounts get the full weight of marketing behind them.

Qualifications

What you bring:

• 10+ years of B2B marketing and/or sales experience in high-tech or enterprise software, with 5+ years specifically in account-based or territory-based marketing.
• A track record partnering with senior sales leadership on complex, multi-stakeholder deals — as a peer, not an order-taker.
• Deep understanding of buying-group methodology, audience segmentation, and data-driven account planning.
• Executive-level communication skills — comfortable reporting independently on account and pipeline performance.
• Experience running ABM programs into procurement-heavy environments — government, defence, or regulated financial services experience strongly preferred.
• Hands-on experience with CRM tools (e.g. Microsoft Dynamics or Salesforce) and pipeline analytics.
• Comfort using AI tools to sharpen account targeting, streamline campaign execution, and personalize engagement at scale.
• Strong budget management skills, with experience owning and reporting against a program budget.
• A curious, strategic mindset with a bias toward hands-on execution.
• Bachelor's degree required.

Additional information

Work Personas

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Equal Opportunity Employer

ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity,  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), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.

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