Sr Enterprise Account Exec, Cybersecurity (SLED)

ServiceNow•Dallas, TX

4d•Remote

About The Position

This role is for a Senior Enterprise Account Executive specializing in Cybersecurity for the State, Local, and Education (SLED) market. The primary responsibility is to generate new business sales revenue through a SaaS license model. This will be achieved through strategic account and territory planning, prospect research, business development, and field sales activities within a defined set of prospects, territory, or vertical. The role involves developing relationships with C-suite executives, overseeing client relationship mapping, orchestrating account strategies with a virtual team, and acting as a trusted advisor to customers by understanding their business needs and advising on how ServiceNow can support their IT roadmap. The executive will also identify and engage the appropriate specialist and support resources for deals. ServiceNow, in partnership with Armis and Veza, is building an autonomous defense platform for the Agentic Enterprise. This platform secures every asset and identity, including AI Agents, across all environments by integrating AI, data, and workflows. The goal is to help organizations work smarter, faster, and better by freeing people from busywork and allowing them to focus on meaningful work.

Requirements

10+ years of sales experience within a software OR solutions sales organization on a SLED focused team.
Experience selling cybersecurity products.
Experience establishing trusted relationships with current and prospective clients and other teams.
Experience producing new business, negotiating deals, and maintaining healthy C-Level relationships.
Experience achieving sales targets.
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.
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.
Willingness to travel up to 50%.

Responsibilities

Produce new business sales revenue from a SaaS license model.
Accomplish sales goals 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.
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 while leading 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.