Senior Federal Enterprise Account Executive

Tech Sales Jobs; Vienna (VA); Remote; USD 137,000 - 186,000; Full time

Benefits offered by this job

Health plans

401(k) with company match

ESPP

Matching donations

Flexible time away & family leave

Job summary

ServiceNow seeks an accomplished SaaS sales leader to drive new business revenue from a software license model in Vienna, Virginia with remote options. You will plan accounts, map territory, research prospects, and execute field sales with a defined set of strategic targets.

You will build relationships with C-suite executives, coordinate a virtual team, and advise customers on IT roadmaps leveraging ServiceNow solutions.

Qualifications

• 10+ years of software or solutions sales experience.
• Proven ability to establish trusted relationships with clients and internal teams.
• Track record of creating new business, negotiating deals, and maintaining C-level relationships.
• Experience meeting or exceeding sales targets.
• Experience applying or evaluating AI to improve work processes.
• Understanding the bigger IT picture and ServiceNow's roadmaps.

Responsibilities

• Develop relationships with multiple C-suite personas across all product sales.
• Oversee client relationship mapping to the account team and orchestrate an account strategy with a broad virtual team.
• Be a trusted advisor by understanding the customer business and advising on IT roadmaps with ServiceNow solutions.
• Identify the right specialist resources to bring into a deal at the right time.

Skills

10+ years sales experience

Trusted relationships with clients

New business development

Hit sales targets

AI in work processes

Bigger IT picture understanding

Customer success oriented

Willingness to travel 50%

Job description

Location: Vienna, Virginia, us, Remote

Company Description

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

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 while leading 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:

• 10+ years of sales experience within software OR solutions sales organization
• Experience establishing trusted relationships with current and prospective clients and other teams
• Experience producing new business, negotiate deals, and maintain healthy C-Level relationships
• Experience achieving sales targets
• 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.
• 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
• Willingness to travel up to 50%

For positions in this location, we offer a base pay of $137,200 - $186,050 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 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

Work Personas

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, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, 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.