Sr CRM Account Executive - Federal

About the role

Senior Account Executive, Federal CRM & AI

Do you have 7+ years of experience selling front-office transformation into complex, mission-driven public sector organizations? Are you ready to drive adoption of next-generation CRM and AI-powered workflow solutions across federal civilian agencies?

ServiceNow is looking for a seasoned Federal CRM Account Executive to bring deep public sector knowledge and a proven sales record within large federal departments. You will play a central role in growing the market success of ServiceNow's CRM and AI products, positioning them as the foundation for digital transformation across the federal enterprise.

Our CRM products are built on the market-leading Now Platform, giving agencies a single, intelligent source of truth. This unified approach supports mission-critical, citizen-facing processes, from benefits and grants management to constituent inquiries, case management, and service delivery, so agencies can execute with consistent data, predictive AI, and greater operational efficiency.

What You Will Drive: CRM & AI for Mission Outcomes

Your focus will be on converting agency complexity into measurable mission value:

• Federal Civilian Territory Strategy & Execution:
• Account Management: Develop and execute a territory strategy across Federal agencies focused on high-value use cases such as citizen experience, intelligent service operations, and program delivery. Provide agency-specific input during account planning so target accounts and use cases align with the mission ROI of our AI-driven CRM solutions.
• Target & Validate AI/CRM Opportunities: Prospect and grow pipeline in greenfield agency programs and expand existing CRM footprints through consultative selling, including Executive Briefings, Discovery Workshops, and Use Case Pilots.
• Champion Transformational Value: Partner with account teams, systems integrators, and resellers to close net-new opportunities that help agency leaders improve program efficiency and the citizen experience.
• Sales & Team Enablement:
• Act as the Federal CRM Authority: Serve as the primary expert for federal CRM within your territory. You and your Solution Consultants will spearhead net-new initiatives and work closely with core account teams to drive front-office transformation across a broad civilian footprint.
• Accelerate Sales Cycles: Act as both player and coach, leading net-new opportunities while enabling Account Executives and Sales Development teams with foundational and advanced knowledge to identify, qualify, and accelerate CRM opportunities across agency accounts.

To be successful in this role you have

• 10+ years of sales experience within software OR solutions sales organization
• Experience establishing trusted relationships with current and prospective clients and other teams
• Experience producing new business, negotiate deals, and maintain healthy C-Level relationships
• Track record of high quota attainment and consistently hitting annual 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.
• Experience promoting a customer success focus in a "win as a team" environment
• Willingness to travel up to 50%

Pay and benefits

For positions in this location, we offer a base pay of $139,400 - $188,000, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure.

Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs.

Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

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.