Sr CRM Account Executive - Federal

ServiceNow•Washington, DC

12h•$139,400 - $188,000

About The Position

ServiceNow is seeking a seasoned Federal CRM Account Executive to grow adoption of its CRM and AI-powered workflow products across federal civilian agencies. The role focuses on positioning ServiceNow’s Now Platform as a foundation for digital transformation and supporting mission-critical, citizen-facing processes such as benefits and grants management, constituent inquiries, case management, and service delivery. The position develops and executes territory strategy across Federal DoW and NS agencies, identifies high-value use cases, and builds opportunities in both greenfield programs and existing CRM accounts. It works with agency leaders, account teams, solution consultants, systems integrators, and resellers to advance front-office transformation and deliver measurable improvements in program efficiency and citizen experience. The role also serves as the territory’s federal CRM expert, leads sales opportunities, and enables Account Executives and Sales Development teams to identify, qualify, and accelerate CRM opportunities. Travel is required 30–50%. The role is listed as flexible or remote. Compensation includes a base pay range of $139,400–$188,000, plus equity when applicable, variable or incentive compensation, and benefits. Sales positions generally use an On Target Earnings incentive compensation structure.

Requirements

7+ years of experience in enterprise software and/or a specialty solutions area, with the ability to lead a solution win.
Experience as a new-logo hunter, Senior Account Executive, or Senior Solutions Sales Executive for U.S. Federal Agencies.
Understanding of business sales processes.
Experience leveraging or critically thinking about integrating AI into work processes, decision-making, or problem-solving; examples may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI’s potential impact on a function or industry.
Willingness and ability to travel 30–50%.

Responsibilities

Develop and execute territory strategy across Federal DoW and NS agencies, focusing on high-value CRM and AI use cases.
Provide agency-specific input during account planning to align target accounts and use cases with mission return on investment.
Prospect and grow pipeline in greenfield agency programs and expand existing CRM footprints through consultative selling.
Conduct executive briefings, discovery workshops, and use case pilots to validate AI and CRM opportunities.
Partner with account teams, systems integrators, and resellers to close new opportunities that improve program efficiency and citizen experience.
Serve as the primary federal CRM expert within the territory and work with Solution Consultants and core account teams on net-new initiatives.
Lead net-new opportunities while enabling Account Executives and Sales Development teams to identify, qualify, and accelerate CRM opportunities.