Sr CRM Account Executive - Federal Civilian

ServiceNow; Washington (District of Columbia); On-site; USD 139,000 - 188,000; Full time

Benefits offered by this job

Health plans

401(k) Plan with company match

ESPP

Matching donations

Flexible time away plan

Family leave programs

Job summary

ServiceNow in Washington, DC is seeking a Senior Account Executive, Federal CRM & AI to drive front-office transformation in federal civilian agencies. You will lead strategic CRM/AI initiatives, build pipeline, and collaborate with partners to accelerate adoption of AI-powered workflows.

The role emphasizes territory execution across major federal departments, executive engagement, and delivering measurable mission outcomes with CRM/AI solutions.

Qualifications

• 7+ years knowledge of enterprise software and/or specialty solutions to lead solution win.
• Experience as a new logo hunter or Sr AE for US Federal Agencies.
• Ability to integrate AI into work processes and workflows.
• Understanding of business sales processes.
• Travel required: 30-50%.

Responsibilities

• Account Management: develop and execute territory strategy across DOT, GSA, USDA and Education with high-value use cases.
• Target and validate AI/CRM opportunities; grow pipeline in greenfield agency programs.
• Close net-new opportunities with account teams, SI partners and resellers.
• Serve as Federal CRM authority; lead net-new initiatives with Solution Consultants.
• Accelerate sales cycles and enable AE and SDR teams with key CRM/AI knowledge.

Skills

Enterprise software knowledge

Federal sales experience

New logo hunter

AI integration experience

Sales processes understanding

Travel availability

Job 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.

Senior Account Executive, Federal CRM & AI

Do you have 7+ years of experience selling front-office transformation into complex, mission-driven public sector organizations? Are you ready to drive adoption of next-generation CRM and AI-powered workflow solutions across federal civilian agencies?

ServiceNow is looking for a seasoned Federal CRM Account Executive to bring deep public sector knowledge and a proven sales record within large federal departments. You will play a central role in growing the market success of ServiceNow’s CRM and AI products, positioning them as the foundation for digital transformation across the federal enterprise.

Our CRM products are built on the market-leading Now Platform, giving agencies a single, intelligent source of truth. This unified approach supports mission-critical, citizen-facing processes, from benefits and grants management to constituent inquiries, case management, and service delivery, so agencies can execute with consistent data, predictive AI, and greater operational efficiency.

What You Will Drive: CRM & AI for Mission Outcomes

Your focus will be on converting agency complexity into measurable mission value:

• Federal Civilian Territory Strategy & Execution:
  • Account Management: Develop and execute a territory strategy across DOT, GSA, USDA, and Education, focused on high-value use cases such as citizen experience, intelligent service operations, and program delivery. Provide agency-specific input during account planning so target accounts and use cases align with the mission ROI of our AI-driven CRM solutions.
  • Target & Validate AI/CRM Opportunities: Prospect and grow pipeline in greenfield agency programs and expand existing CRM footprints through consultative selling, including Executive Briefings, Discovery Workshops, and Use Case Pilots.
  • Champion Transformational Value: Partner with account teams, systems integrators, and resellers to close net-new opportunities that help agency leaders improve program efficiency and the citizen experience.
• Sales & Team Enablement:
  • Act as the Federal CRM Authority: Serve as the primary expert for federal CRM within your territory. You and your Solution Consultants will spearhead net-new initiatives and work closely with core account teams to drive front-office transformation across a broad civilian footprint.
  • Accelerate Sales Cycles: Act as both player and coach, leading net-new opportunities while enabling Account Executives and Sales Development teams with foundational and advanced knowledge to identify, qualify, and accelerate CRM opportunities across agency accounts.

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 knowledge enterprise software and/or specialty solutions area to lead solution win
• Experience as a new logo hunter, Sr AE or Sr Solutions sales executive.for US Federal Agencies.
• Understanding of business sales processes
• Travel required: 30-50%

For positions in this location, we offer a base pay of $139,400 - $188,000, 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 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.

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, 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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