Sr Enterprise Account Exec, Cybersecurity (Fed - COCOM/SOF)

ServiceNow; Orlando (FL); On-site; USD 180,000 - 240,000; Full time

Job summary

ServiceNow, the AI-driven platform for business reinvention, seeks an accomplished enterprise software sales professional focused on the U.S. Intelligence Community.

You will build a robust pipeline and drive field-based sales within a defined prospect set, pursuing enterprise-wide adoption. Responsibilities include engaging with cleared defense partners, navigating federal funding cycles, and delivering technical value with Cleared Sales Engineers to promote Armis in secure environments.

Qualifications

• Active TS/SCI clearance (Full Scope Poly preferred).
• 10+ years in enterprise software or cybersecurity sales focused on the U.S. Intelligence Community.
• Local presence in Maryland/Northern VA/DC metro area for on-site engagement.
• Experience selling cloud security or hybrid-cloud infrastructure to federal agencies.
• Existing network of IC/DoD executives and decision-makers.

Responsibilities

• Execute Mission-Driven Sales: build and manage a robust pipeline of opportunities within the IC, moving from discovery to enterprise-wide adoption.
• Master the Hybrid Landscape: evangelize the Armis Centrix platform as the authoritative source of truth for assets across on-prem, air-gapped, and Cloud-native environments.
• Partner with Systems Integrators: collaborate with the 'Big 5' Federal Systems Integrators to include Armis in multi-year Programs of Record.
• Navigate Procurement: manage the complexities of the MIP/NIP funding cycles and classified contract vehicles.
• Deliver Technical Value: work with Cleared Sales Engineers to demonstrate Armis’s agentless visibility into IT/OT/IoT/Cloud assets.

Skills

Active TS/SCI

Enterprise software sales

US IC engagement

On-site MD/DC area

Job description

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

• Execute Mission-Driven Sales: Build and manage a robust pipeline of opportunities within the IC, moving from initial discovery to enterprise-wide adoption.
• Master the Hybrid Landscape: Evangelize the Armis Centrix platform as the authoritative source of truth for assets across on-prem, air-gapped, and Cloud-native environments.
• Partner with Systems Integrators: Collaborate with the "Big 5" Federal Systems Integrators (FSIs) and specialized mission partners to include Armis in multi-year Programs of Record.
• Navigate Procurement: Expertly manage the complexities of the MIP/NIP funding cycles and classified contract vehicles.
• Deliver Technical Value: Work closely with Cleared Sales Engineers to demonstrate Armis’s unique agentless visibility into IT, OT, IoT, and Cloud-native assets.

Qualifications

• Clearance: Active TS/SCI Required (Full Scope Poly Preferred)
• Experience: 10+ years of documented success in enterprise software or cybersecurity sales, specifically focused on the U.S. Intelligence Community.
• Local Presence: Must be based in the Maryland / Northern Virginia / DC metro area to facilitate frequent on-site engagement in classified environments.
• Cloud Proficiency: Proven experience selling cloud security (CSPM, CWPP) or hybrid-cloud infrastructure solutions to federal agencies.
• Clearance: Active TS/SCI is mandatory. Candidates with an active Full Scope Poly (FSP) will be given high priority.
• Network: An existing, high-level network of GS-15/SES and C-suite contacts within the IC and DoD.
• Strategic Mindset: Ability to translate complex technical capabilities into mission-success outcomes for agency stakeholders.

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.