Sr Enterprise Account Exec ( Armis / Veza )

ServiceNow • Washington, DC

13h • $145,150 - $239,500

About The Position

Produce new-business sales revenue through a SaaS license model. The role involves account and territory planning, researching prospective customers, using business development strategies, and completing field-based sales activities across a defined set of prospects, territory, or vertical. The position focuses on Armis and Veza offerings alongside ServiceNow’s Security and Risk capabilities.

Develop relationships with C-suite stakeholders and coordinate account strategy across a broad virtual team, including solution consultants, specialists, customer success resources, partners, and marketing. Serve as a trusted advisor by understanding customers’ businesses and advising how ServiceNow can support their IT roadmaps, while identifying the appropriate specialist and support resources for each deal. The role is eligible for a flexible or remote work persona, depending on the employee’s work and assigned location, and requires willingness to travel up to 50%.

Requirements

• 10+ years of sales experience within software, cybersecurity, or a solutions sales organization.
• 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 leveraging or critically evaluating 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.
• Ability to understand the bigger picture and 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.
• Plan accounts and territories, research prospective customers, use business development strategies, and conduct field-based sales activities within a defined set of prospects, territory, or vertical.
• Develop relationships with multiple C-suite personas, including CFO, CISO, CIO, COO, and CDO, across product sales.
• Map client relationships to the account team, orchestrate account strategy, and lead a broad virtual team of solution consultants, solution specialists, success resources, partners, marketing, and others.
• Advise customers as a trusted partner by understanding their business and how ServiceNow can support their IT roadmap.
• Identify the appropriate specialist and support resources to involve in a deal and when to involve them.
• Produce new business, negotiate deals, and maintain C-level relationships.
• Achieve sales targets.
• Promote a customer-success focus in a team-oriented environment.
• Travel up to 50%.

Benefits

• Health plans
• Flexible spending accounts
• 401(k) Plan with company match
• Employee Stock Purchase Plan (ESPP)
• Matching donations
• Flexible time away plan
• Family leave programs
• Equity, when applicable
• Variable/incentive compensation; sales positions generally offer a competitive On Target Earnings incentive compensation structure

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed