Sr CRM Account Executive - Federal Civilian

ServiceNow•Washington, DC

About The Position

ServiceNow is seeking a seasoned Federal CRM Account Executive to grow adoption of its CRM and AI products across federal civilian agencies. The role focuses on positioning ServiceNow’s CRM and AI-powered workflow solutions as a foundation for digital transformation, supporting mission-critical citizen-facing processes such as benefits and grants management, constituent inquiries, case management, and service delivery. The Account Executive will develop and execute territory strategy across DOT, GSA, USDA, and Education, identify and validate opportunities, and build pipeline through consultative selling. The role partners with account teams, systems integrators, resellers, and Solution Consultants to pursue new opportunities and expand existing CRM deployments. It also serves as the federal CRM authority for the territory and enables Account Executives and Sales Development teams to identify, qualify, and advance CRM opportunities. Travel required: 30–50%.

Requirements

7+ years of experience or knowledge in enterprise software and/or a specialty solutions area sufficient to lead solution wins.
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 how to integrate 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 the function or industry.

Responsibilities

Develop and execute a federal civilian territory strategy across DOT, GSA, USDA, and Education.
Provide agency-specific input during account planning, aligning target accounts and use cases with the mission ROI of AI-driven CRM solutions.
Prospect for 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 develop opportunities.
Partner with account teams, systems integrators, and resellers to close net-new opportunities that improve agency program efficiency and citizen experience.
Serve as the primary federal CRM expert within the territory.
Work with Solution Consultants and core account teams to drive front-office transformation across civilian agencies.
Lead net-new opportunities while enabling Account Executives and Sales Development teams to identify, qualify, and accelerate CRM opportunities.