Sr Enterprise Account Exec ( Armis / Veza )

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

Job summary

ServiceNow, Inc. is seeking a senior account executive focused on the SLED and enterprise software market in the US. You will build relationships with C-suite buyers, map stakeholders, and drive multi-million dollar deals from prospecting to close.

You will partner with Solutions Consultants and partners, advance account plans, and ensure customer success by aligning IT roadmaps with ServiceNow's AI-enabled platform. Travel up to 50% will be required.

Qualifications

• 10+ years of software or cybersecurity sales experience.
• Proven track record with C-level stakeholders.
• Experience delivering new business and negotiating deals.

Responsibilities

• Develop relationships with multiple C-suite personas across product sales.
• Oversee client relationship mapping to the account team, orchestrating an account strategy with a broad virtual team.
• Advise customers on how ServiceNow can support their IT roadmap.
• Identify the right specialist/resources to bring into a deal, at the right time.

Skills

Sales experience

C-level relationships

New business development

Negotiation skills

Sales targets achievement

SLED vertical experience

AI in business processes

Strategic IT understanding

Customer success mindset

Travel willingness

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.

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.

Join us to put AI to work for people.

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, CISO, 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

To be successful in this role you have:

• 10+ years of sales experience within software, Cyber Security 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 the SLED vertical

• 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%

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 (https://careers.servicenow.com/life-at-servicenow#workpersonas) . 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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