Federal Account Executive - DHS

Federal Account Executive - DHS

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

Job Description

ServiceNow is looking for a dedicated and enthusiastic Enterprise Account Executive to drive revenue growth of the full suite of ServiceNow enterprise solutions within the U.S. DHS Agencies. This individual will act as the lead sales representative for these solutions within the Federal Government. The Enterprise Account Manager will be responsible for delivering revenue and exceeding quarterly sales targets within their assigned territory by developing and leading a coordinated enterprise sales campaign.

Qualifications

· Minimum 5+ years selling enterprise software solutions into the U.S. Federal DHS agencies and demonstrated track record of exceeding quota.

· Acquire and maintain a working knowledge of the complete capabilities of ServiceNow offerings.

· Ability to align the value of the solutions to customers' missions, KPIs, and/or business objectives.

· Establish strong customer relationships/partnerships to mature into a trusted advisor role.

· Demonstrated ability to articulate the business value of the solution and outlining the ROI and total cost of ownership.

· Demonstrated ability to develop business opportunities in new accounts and expand revenue in existing accounts.

· Maintain and manage an active pipeline of forecasted sales to meet monthly, quarterly and annual quota objectives.

· Strong communication/presentations skills.

· Strong customer references.

This is a very collaborative and inclusive work environment where individuals strong on aptitude and attitude will have an opportunity to grow their professional careers through working with some of the most advanced AI technology and talented developers in the business.

Qualifications

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.
• 7+ years of sales experience within software OR solutions sales organization
• Experience establishing trusted relationships with current and prospective clients and other teams
• Ability to produce new business, negotiate deals, and maintain healthy C-Level relationships
• Experience achieving 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

For positions in this location, we offer a base pay of $112,400 - $185,500 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.

Compensation is based on the geographic location in which the role is located and is subject to change based on work location.