Sr Enterprise Account Exec, Cybersecurity (SLED)

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. 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—including AI Agents—across all environments with the right level of context: security, operational, and business.

About the role

You will produce new business sales revenue from a SaaS license model 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.

Responsibilities

• Develop relationships with multiple C-suite personas (e.g., CFO, CIO, COO, CDO) across all product sales
• 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.)
• Be a trusted advisor to your customers by understanding their business and advising on how ServiceNow can help their IT roadmap
• Identify the right specialist/support resources to bring into a deal at the right time

Requirements

• Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving (e.g., 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 a software or solutions sales organization on a SLED-focused team
• Experience selling cybersecurity products
• Ability to establish trusted relationships with current and prospective clients and other teams
• Experience producing new business, negotiating deals, and maintaining healthy C-level relationships
• Ability to achieve sales targets
• Understanding of the "bigger picture" and our plans around IT
• Experience promoting a customer success focus in a "win as a team" environment

Pay

For positions in this location, we offer a base pay of $127,100 - $209,700, plus equity (when applicable), variable/incentive compensation, and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location.

Benefits

• Health plans, including flexible spending accounts
• 401(k) Plan with company match
• Employee Stock Purchase Plan (ESPP)
• Matching donations
• Flexible time away plan and family leave programs