Mission Account Director, Department of War

ServiceNow; Vienna (VA); Remote; USD 180,000 - 240,000; Full time

Job summary

ServiceNow is seeking an Mission Account Director for the Department of War. You will coordinate DoW-wide strategy, secure executive access to senior stakeholders, and craft messaging that ties ServiceNow to mission outcomes.

The role focuses on building demand and a robust pipeline across major pursuits. The ideal candidate has 10+ years in federal or defense enterprise sales, demonstrated ability to close large deals, and existing DoD relationships.

Qualifications

• Experience applying or evaluating AI in work processes, decision-making, or problem-solving.
• 10+ years in federal or defense enterprise sales or leadership roles.
• Proven track record of building pipeline and closing large, complex deals.

Responsibilities

• Coordinate DoW-wide account strategy and align initiatives across regional leads and mission account managers.
• Secure and manage executive access to senior DoD stakeholders.
• Develop plays and messaging connecting ServiceNow to mission outcomes across DoW.
• Drive demand generation and pipeline creation across assigned mission areas.

Skills

AI in workflows

Federal/DoD sales

Executive relationship mgmt

Cross-stakeholder coordination

Security clearance desired

Job description

Mission Account Director, Department of War

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

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.

About the role

The Mission Account Director coordinates DoW-wide strategy and executive access, helping align the go-to-market across regional sales directors and mission account managers. You will spearhead major pursuits and make sure the strategic initiatives across the DoW team point in the same direction. Success in this role is measured by the demand and pipeline you create.

Responsibilities

• Coordinate DoW-wide account strategy and align initiatives across RSDs and MAMs
• Secure and manage executive access to senior mission stakeholders
• Build the plays and messaging that connect ServiceNow to mission outcomes across the DoW
• Drive demand generation and pipeline creation across assigned mission areas

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.
• 10+ years of federal or defense enterprise sales or account leadership experience
• Track record of creating pipeline and closing large, complex deals
• Experience selling to DoD or other federal agencies, including acquisition vehicles (FAR, DFARS, IDIQ, GSA)
• Existing relationships within DoD services or combatant commands
• Proven ability to build and lead executive relationships across multiple stakeholders
• Ability to coordinate across sales leaders without direct line authority
• Active security clearance preferred, or ability to obtain one

Nice to have

• Experience working with systems integrators or defense industrial base partners

Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

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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