Sr Enterprise Federal Account Executive - National Security

ServiceNow; Maryland; Remote; USD 128,000 - 212,000; Full time

Job summary

An established industry player is seeking a dynamic Sr Enterprise Federal Account Executive to drive new business within the US Federal Government. This role involves developing relationships with key government stakeholders, orchestrating account strategies across diverse teams, and leveraging AI to enhance decision-making and problem-solving. The ideal candidate will have extensive sales experience, a proven track record of exceeding targets, and a deep understanding of agency missions. Join a forward-thinking company that values innovation and collaboration, and make a significant impact in the federal sector while enjoying competitive compensation and comprehensive benefits.

Benefits

Health Plans

401(k) Plan with Company Match

Flexible Time Away Plan

Family Leave Programs

Employee Stock Purchase Plan (ESPP)

Matching Donations

Qualifications

• 10+ years of sales experience in software or solutions sales.
• Experience establishing relationships with executive-level clients.

Responsibilities

• Develop relationships with Program Directors in Government Agencies.
• Drive all lines of products to agency clients and serve as a trusted advisor.

Skills

Sales Experience

Relationship Building

AI Integration

Negotiation Skills

Understanding Agency Missions

Job description

Sr Enterprise Federal Account Executive - National Security

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

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you.

With more than 7,400+ customers, we serve approximately 80% of the Fortune 500, and we're on the 2021 list of FORTUNE World's Most Admired Companies.

The Enterprise Federal Account Executive is responsible for new business within the US Federal Government supporting the mission for the Intelligence Federal Agencies. 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 Program Directors within Government Agencies and Offices.
• Oversee client relationship mapping to the account team, orchestrating an account strategy across a broad virtual team (Solutions Consultants, Solutions Specialist, Success resources, Partners and Marketing, etc.)
• As a Core Sr Account Executive, drive all lines of ServiceNow products to these agency clients.
• Serve as the agency's trusted advisor by understanding their business and advising on how ServiceNow can help enable their existing and future roadmap.
• Coordinate client engagements by engaging product line specialists, value consultants, principal architects, sales leadership, customer advocates, and various product leadership teams.

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 sales experience within software OR solutions sales organization.
• Experience establishing trusted relationships with current and prospective clients and other teams at executive and cabinet level.
• Experience producing new business, negotiating deals, and maintaining healthy Program Director relationships.
• Understanding of agency mission and prior experience of selling to an agency's mission.
• Experience achieving and exceeding sales targets.
• 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 40%.
• TS/SCI w FS Poly Clearance.

For positions in this location, we offer a base pay of $128,400 - 211,900, 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.

ServiceNow is an Equal Employment 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.