Company Description
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. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.
Join us to put AI to work for people.
Job Description
As an Account Executive – Public Sector, you will be responsible for driving new business revenue through a SaaS subscription model across government agencies, statutory boards, healthcare, education, public safety, and other public sector organizations. You will leverage strategic account planning, territory development, and industry expertise to identify opportunities, influence key stakeholders, and help public sector customers achieve their digital transformation objectives.
You will build trusted executive relationships, navigate complex procurement environments, and position ServiceNow as a strategic platform for workflow modernization, operational resilience, citizen services, and AI-driven transformation.
What You Get to Do in This Role
- Drive new business and expansion opportunities within assigned public sector accounts and territories.
- Develop and execute strategic account plans that align ServiceNow solutions to public sector priorities, digital government initiatives, and mission outcomes.
- Build relationships with senior government and agency leaders, including CIOs, CTOs, CISOs, CFOs, COOs, Chief Digital Officers, and agency executives.
- Lead complex, multi-stakeholder sales cycles involving procurement teams, technical evaluators, business sponsors, and executive decision-makers.
- Orchestrate cross-functional account strategies by partnering with Solution Consultants, Customer Success, Industry Specialists, Partners, Marketing, and Executive Sponsors.
- Understand government procurement frameworks, budgeting cycles, compliance requirements, and policy drivers impacting customer decisions.
- Position ServiceNow's platform capabilities across IT, Employee Experience, Customer Experience, Operations, Risk, Security, and AI solutions.
- Act as a trusted advisor by understanding agency priorities and helping customers develop long-term transformation roadmaps.
- Identify and engage the right internal and external resources at the appropriate stage of the sales cycle to maximize customer outcomes.
- Accurately forecast business performance and maintain a healthy pipeline to consistently achieve and exceed sales targets.
Qualifications
To be successful in this role you have:
- Experience leveraging or critically evaluating how AI can improve work processes, decision-making, operational efficiency, or customer outcomes.
- 7+ years of enterprise software, cloud, SaaS, or solutions sales experience, with a track record of exceeding revenue targets.
- Experience selling transformation outcomes rather than point solutions, including workflow modernization, citizen experience, employee productivity, operational resilience, and AI-powered automation
- Experience selling into government, public sector, healthcare, education, defense, or other regulated industries is highly preferred.
- Proven ability to develop trusted advisor relationships with senior executives and key stakeholders within large organizations.
- Demonstrated success managing complex enterprise sales cycles involving multiple decision-makers and procurement processes.
- Strong executive presence with the ability to engage and influence C-suite and agency leadership.
- Experience working collaboratively in a team-selling environment with technical, partner, and customer success organizations.
- Understanding of digital transformation, cloud technologies, workflow automation, enterprise platforms, and AI-driven business outcomes.
- Ability to align technology investments to broader organizational, operational, and citizen-service objectives.
- Consistent track record of generating new business, negotiating complex agreements, and growing strategic accounts.
- Excellent communication, presentation, and stakeholder management skills.
Preferred Qualifications
- Experience selling to Singapore Government, ASEAN Public Sector, Federal Government, State/Local Government, Healthcare, Higher Education, or Statutory Boards.
- Knowledge of public sector procurement frameworks, compliance requirements, and tender processes.
- Experience working with systems integrators, consulting partners, and government technology ecosystems.
- Familiarity with ServiceNow, enterprise workflow platforms, cloud solutions, cybersecurity, or digital government initiatives.
Additional Information
Work Personas
We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.
Equal Opportunity Employer
ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.
Accommodations
We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance.
Export Control Regulations
For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.
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