Enterprise Account Exec., Federal

About the role

Enterprise Account Executive, Federal

This role operates within the Federal sector of ServiceNow, focusing on enterprise sales execution. The position is responsible for generating new business revenue through a SaaS license subscription model. Success requires a disciplined approach to account planning, territory development, and proactive research of prospective customers. The role demands the application of strategic business development techniques and consistent execution of field-based sales activities. These activities target a specific set of prospects, defined territories, and particular vertical segments.

Key Responsibilities

A primary duty involves cultivating relationships with multiple C-level stakeholders. This includes interaction with Chief Financial Officers, Chief Information Officers, Chief Operating Officers, and Chief Data Officers. These engagements span the entire spectrum of product sales. The role requires oversight of client relationship mapping. This involves orchestrating a cohesive account strategy across a broad virtual team. Team members include Solutions Consultants, Solutions Specialists, Success resources, Partners, and Marketing personnel.

Employees are expected to act as a trusted advisor. This involves developing a deep understanding of customer business operations. The role includes advising on the alignment of ServiceNow with a client's IT roadmap. A critical function is identifying the appropriate specialist or support resources. These resources must be integrated into a deal at the precise moment required.

Required Qualifications and Experience

To be successful, the candidate must possess specific professional experiences. There is an expectation of experience in leveraging critical thinking regarding AI integration. This applies to work processes, decision-making, and problem-solving methodologies. It may include the use of AI-powered tools, automation of workflows, analysis of AI-driven insights, or exploration of AI's functional impact. The role requires a minimum of 7 years of sales experience. This experience must be within a software or solutions sales organization.

Specific expertise in selling cybersecurity solutions is mandatory. Experience establishing trusted relationships with current and prospective clients is essential. This also applies to collaboration with internal and external teams. The candidate must demonstrate an ability to generate new business. This includes negotiating complex deals and maintaining robust C-Level relationships. A proven track record of achieving sales targets is required.

The role necessitates an understanding of the broader organizational context. This includes comprehension of company plans surrounding IT transformation. Experience promoting a customer-centric focus within a collaborative "win as a team" environment is expected.

Compensation and Work Personas

The position offers a base pay range of CAD $68,300 to $175,000. This is supplemented by equity offerings when applicable, along with variable and incentive compensation. Comprehensive benefits packages are included, featuring health plans and flexible spending accounts. The plan also includes a 401(k) Plan with company match, ESPP, matching donations, and family leave programs. Compensation levels are determined by geographic location and individual qualifications. They are subject to change based on work location.

ServiceNow utilizes flexible Work Personas to manage distributed work environments. These personas categorize roles as flexible, remote, or requiring office presence. Determination is based on the nature of the work and the employee's assigned location. Further details regarding eligibility criteria are available through official channels.

Equal Opportunity and Accommodations

ServiceNow is committed to equal opportunity employment. All qualified applicants are considered without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, or veteran status. Applicants with arrest or conviction records are evaluated in accordance with legal requirements.

The company strives for accessibility throughout the application process. Candidates requiring reasonable accommodations should contact globaltalentss@servicenow.com for assistance.

Export Control Compliance

Certain positions require access to technology subject to export control regulations. This may include regulations such as the U.S. Export Administration Regulations (EAR). Compliance may require ServiceNow to obtain specific government approvals for individual employees. Employment is contingent upon the successful acquisition of any necessary export licenses or approvals.

Company Background

The origins of ServiceNow trace back to an engineer who wrote code to automate a tedious task for a colleague. This singular moment of inspiration led to the founding of a company dedicated to eliminating busywork. The mission is to empower individuals to focus on meaningful work. Today, ServiceNow operates as the AI control tower for business reinvention. The AI platform integrates diverse AI, data, and workflow systems. It assists 85% of the Fortune 500® in working more efficiently and effectively. The company is building an AI-native culture where technology and talent drive innovation together.