Founding Account Executive

About us

We believe ServiceNow should deliver outcomes, not invoices. The market sells hours; we sell the result. That belief shapes how we work, and what we sell. Our architects are forward-deployed: senior, embedded with the client, and on the hook for the design that delivers the outcome. You'll sell that model, and the integrated way we work, Iconica ONE, that connects strategy, execution, and outcomes into a single accountable engagement.

Role Description

We're hiring our first Account Executive in the US. A founding hire who'll own the full sales cycle from the first conversation to the signed SOW, and turn marketing-generated demand into real revenue and new logos across the Commercial and Enterprise segments.

This isn't a "book the meeting and hand it off" role. You carry a number: we're targeting $3M in bookings in your first 18 months. And you close!

But you won't close alone. You'll sell alongside our co-founders and our senior US leadership team. The deals are team sport; the ownership is yours.

And you won't just be closing deals, you'll be contributing to the US sales motion itself: shaping how we go to market, sharpening the narrative for business and technical buyers, and establishing what Iconica looks like in this market. This is a role for someone who wants to build the sales culture, not just inhabit it.

You'll touch everything that makes the US revenue engine run:

• Closing inbound opportunities our marketing engine generates
• Self-generating pipeline in target accounts when inbound isn't enough
• Running discovery that surfaces actual transformation problems, not feature checklists
• Acting as a trusted advisor to IT and transformation leaders, with real empathy for the failed and stalled programs they're trying to fix
• Co-selling with our Sales and Presales Directors, architects, and co-founders to scope engagements rooted in our Iconica ONE model (strategy, execution, and outcomes in one accountable engagement)
• Structuring outcome-based commercial proposals: fixed-outcome, value-tied, hybrid, and defending them when procurement pushes back toward T&M
• Building and nurturing relationships inside the ServiceNow sales and partner organizations
• Closing the loop with marketing, the architects, and the co-founders, turning what you hear in the market into positioning and priorities

What we're looking for

Ideally 2 to 3 years in the ServiceNow ecosystem, but we'll happily talk to sharp profiles with 2 years if the instinct is there, and to seasoned closers with more.

You should:

• Have actually closed services deals in the Commercial and Enterprise space, not just sat on enterprise accounts, not just churned SMB volume. A track record of closing, not just pipelining.
• Talk ServiceNow fluently, the AI and agentic stuff
• Be a genuinely consultative seller: comfortable with technical buyers, able to run your own discovery, and credible with architects and practice leads
• Believe (or be ready to believe) that architect-first delivery produces fundamentally different outcomes than resource-first delivery, and be able to explain why to a buyer
• Be comfortable selling outcomes rather than hours, and have the conviction to hold the line on it
• Work AI-first: using modern tools to handle research, prospecting, and admin so your time goes to strategy and closing. It's also how we deliver, so it should be how you sell.
• Be a hunter, not a farmer. You generate, qualify, and close. You keep your pipeline clean and your forecast honest. You don't wait for handoffs.
• Bring existing relationships inside ServiceNow (sales, alliances, partner team) a strong plus, not a dealbreaker
• Be a builder. You're energised by the ambiguity of an early-stage motion and want to shape it, not inherit it.
• Be US-based with the right to work

What we offer

• Base salary plus commission, $120K–$160K OTE. You're rewarded directly for what you close
• Equity for everyone who joins: every Iconica hire is an owner, not just an employee
• Excellent health insurance: we don't cut corners on the things that matter to you
• Fully remote within the US
• A founding seat in one of the most ambitious journeys in AI-augmented ServiceNow transformation

If you've got that rare mix of commercial sharpness, ServiceNow fluency, real hunting instinct, and the confidence to sell a model that's deliberately different from the rest of the market, we'd love to hear from you.