Enterprise Account Exec, Enterprise Tech (Armis/Veza)

SmartRecruiters, Inc.; San Diego (CA); Remote; USD 114,000 - 170,000; Full time

Benefits offered by this job

Health plans

401(k) Plan with company match

ESPP

Flexible time away plan

Family leave programs

Job summary

ServiceNow is seeking a high-impact sales professional to generate new business revenue from a SaaS license model. You will plan accounts and territories, research prospects, and execute field activities within North America.

This role requires engaging CFO/CIO/COO and other senior leaders to map opportunities and orchestrate a broad virtual team. You will act as a trusted advisor, align IT roadmaps with client needs, and bring in the right specialists to close deals.

Qualifications

• Experience integrating AI into work processes and decision-making.
• 7+ years of software or solutions sales experience.
• Proven ability to develop trust and relationships with current and prospective clients.
• Ability to negotiate deals and manage C-Level relationships.
• Experience meeting or exceeding sales targets.
• Understand the bigger IT picture and related plans.
• Promote a customer-success focus in a team-oriented environment.

Responsibilities

• Develop relationships with multiple C-suite personas across product sales.
• Oversee client relationship mapping to the account team and orchestrate strategy.
• Be a trusted advisor to customers, guiding IT roadmaps with ServiceNow.
• Identify the right specialist resources to bring into a deal at the right time.

Skills

AI in business processes

7+ years software sales

Trusted client relationships

Negotiate deals

Sales targets achievement

IT strategy understanding

Customer success mindset

Job description

• Full-time
• Employee Type: Regular
• Region: AMS - North America and Canada
• Work Persona: Flexible or Remote

Company Description

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.

Join us to put AI to work for people.

Armis from ServiceNow, protects the entire attack surface and manages an organization’s cyber risk exposure in real time. Combined with ServiceNow’s Security and Risk capabilities, as well as Identity Security capabilities from Veza, we bring together all critical capabilities to secure every asset, every identity - incl. AI Agents - across all environments with the right level of context - security, operational and business - to build the first of its kind autonomous defense platform for the Agentic Enterprise.

Job Description

You will produce new business sales revenue from a SaaS license model. You will accomplish this through account planning, territory planning, researching prospect customers, using business development strategies and completing field-based sales activities within a defined set of prospects, territory or vertical.

What you get to do in this role:

• Develop relationships with multiple C-suite personas (e.g., CFO, CIO, COO, CDO) across all product sales
• Oversee client relationship mapping to the account team, orchestrating an account strategy across a broad virtual team (Solutions Consultants, Solutions Specialist, Success resources, Partners and Marketing, etc.)
• Be a trusted advisor to your customers by understanding their business and advising on how ServiceNow can help help their IT roadmap
• Identify the right specialist/ support resources to bring into a deal, at the right time

Qualifications

To be successful in this role you have:

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.
• 7+ years of sales experience within software OR solutions sales organization
• Experience establishing trusted relationships with current and prospective clients and other teams
• Ability to produce new business, negotiate deals, and maintain healthy C-Level relationships
• Experience achieving sales targets
• The ability to understand the "bigger picture" and our plans around IT
• Experience promoting a customer success focus in a "win as a team" environment

For positions in this location, we offer a base pay of $114,400 - $170,000, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

Additional Information

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 here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

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 [e-mail] 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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