Sr Enterprise Account Exec (Intelligence Community)

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.

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Armis from ServiceNow, protects the entire attack surface and manages an organization’s cyber risk exposure in real time. Combined with ServiceNow’s Security and Risk capabilities, as well as Identity Security capabilities from Veza, we bring together all critical capabilities to secure every asset, every identity - incl. AI Agents - across all environments with the right level of context - security, operational and business - to build the first of its kind autonomous defense platform for the Agentic Enterprise. 

Job Description

Location:  Northern Virginia / DC (DMV Area) 
Clearance: Active TS/SCI Required (Full Scope Poly Preferred) 

Armis, the leading asset intelligence & security company, provides the industry’s first unified asset intelligence platform designed to address the new extended attack surface that connected assets create. Fortune 100 companies trust our real-time and continuous protection to see with full context all managed, unmanaged assets across IT, Cloud, IoT, and OT. 

What you'll do: 

As an Account Executive for the Intelligence Community (IC), you will be responsible for driving high-value enterprise sales within the most sensitive and complex agencies in the U.S. Federal Government. You will lead the strategy for the NoVA/DC corridor, focusing on CIA, NGA, NRO, and their supporting ecosystems. 

The ideal candidate is a seasoned closer who understands the mission-critical nature of asset visibility—from the tactical edge to the cloud—and has the established relationships to navigate classified procurement cycles. 

• Execute Mission-Driven Sales: Build and manage a robust pipeline of opportunities within the IC, moving from initial discovery to enterprise-wide adoption. 
• Master the Hybrid Landscape: Evangelize the Armis Centrix™ platform as the authoritative source of truth for assets across on-prem, air-gapped, and Cloud-native environments. 
• Partner with Systems Integrators: Collaborate with Federal Systems Integrators (FSIs) and specialized mission partners to include Armis in multi-year Programs of Record. 
• Navigate Procurement: Expertly manage the complexities of the MIP/NIP funding cycles and classified contract vehicles. 
• Deliver Technical Value: Work closely with Cleared Sales Engineers to demonstrate Armis’s unique agentless visibility into IT, OT, IoT, and Cloud-native assets. 

Qualifications

To be successful in this role you have:

• Experience: 10+ years of documented success in enterprise software or cybersecurity sales, specifically focused on the U.S. Intelligence Community (CIA, NGA, & NRO). 
• Local Presence: Must be based in the Northern Virginia / DC metro area to facilitate frequent on-site engagement in classified environments. 
• Cloud Proficiency: Proven experience selling cloud security (CSPM, CWPP) or hybrid-cloud infrastructure solutions to federal agencies. 
• Clearance: Active TS/SCI is mandatory. Candidates with an active Full Scope Poly (FSP) will be given high priority. 
• Network: An existing, high-level network of GS-15/SES and C-suite contacts within the IC and DoD. 
• Strategic Mindset: Ability to translate complex technical capabilities into mission-success outcomes for agency stakeholders. 

For positions in this location, we offer a base pay of $145,150 - $239,500, 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.

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 globaltalentss@servicenow.com 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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