Enterprise Account Exec, Strategic Tech

About the role

The Enterprise Account Executive, Strategic Technology owns the end-to-end commercial journey for enterprise accounts within a specific strategic market segment. You will act as the primary driver of new business growth, translating the complex vision of the ServiceNow AI platform into clear, tangible outcomes that resonate with C-suite stakeholders. This role requires you to guide client plans from initial intake through successful implementation, ensuring that every initiative aligns with both customer goals and ServiceNow's strategic priorities. You will operate within a collaborative culture where advising clients on strategic IT direction is paramount, and where trust is the foundation of every relationship. Your daily work will involve orchestrating cross-functional teams to deliver cohesive value, leveraging AI tools to analyze insights and automate key workflows in security and technology sales contexts. Success in this position is defined by your ability to build resilient, executive-level relationships while navigating complex compliance and export control regulations to achieve sustainable, regulated revenue growth.

Key facts

What you'll do

You will chart territory plans and conduct in-depth research on prospective accounts to uncover new business sales revenue opportunities. This involves mapping client relationships to the appropriate solutions team to orchestrate a cross-functional strategy from initial intake through execution. You will serve as a trusted advisor to C-suite leaders, helping them align their IT roadmap with ServiceNow's evolving capabilities and platform vision. A core duty is identifying the correct specialist and support resources to introduce into a deal at the optimal time, ensuring that every solution is precisely tailored to customer needs. You will use AI tools to analyze insights and automate workflows, particularly within security and technology sales contexts, to accelerate decision-making and improve accuracy. Building and maintaining trusted relationships with clients and partners through consistent, field-based engagement is essential to sustaining long-term partnerships. You will negotiate agreements while sustaining resilient C-Level relationships across a portfolio of key accounts, balancing commercial objectives with customer success. Understanding the broader platform vision allows you to translate strategic plans into daily selling actions that drive measurable business impact. You will champion a customer success mindset that energizes a "win as a team" environment, where collaboration across functions leads to superior outcomes. Finally, you will ensure that all shipping outcomes and commercial practices comply with regulations and export control rules for global markets, safeguarding the integrity of every transaction.

Requirements

You possess 7+ years of software or solutions sales experience within enterprise environments, demonstrating a consistent ability to manage complex, multi-stakeholder sales cycles. Your background includes selling cybersecurity and technology solutions to regulated markets, where compliance and risk management are critical considerations. You have a proven ability to integrate AI into decision-making processes while comprehending broader IT strategy and how emerging technologies create business value. You establish trusted relationships with clients, internal teams, and partner ecosystems, leveraging these connections to advance strategic initiatives and close significant deals. Your track record demonstrates the ability to produce new business, negotiate complex deals, and sustain healthy executive-level connections over the full customer lifecycle. You consistently achieve or exceed sales targets while navigating complex compliance and export control regulations, ensuring that every transaction adheres to legal and policy standards. You are comfortable operating in fast-paced, matrixed organizations where ambiguity is common and clear communication is essential. You bring a strong sense of ownership to every engagement, acting as the primary point of contact for strategic initiatives and high-stakes opportunities. You are willing to travel as needed to support key accounts, partner meetings, and industry events that strengthen your presence in the market. You commit to upholding the highest standards of ethical conduct, ensuring that all sales activities reflect the values and compliance requirements of ServiceNow and its partner ecosystem.

Nice to have

Experience selling Armis or platform security products within enterprise accounts is a strong advantage, as it provides deeper insight into securing the extended attack surface.

Practical notes

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. 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.

About ServiceNow

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.

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 globaltalentss@servicenow.com for assistance.

Export Control Regulations

For positions requiring access to controlled technology subject to export control, additional verification will be required.