Senior Account Executive - State & Local Government (OR & ID)

Company Description
It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today - ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.
Job Description
The Opportunity
As a Senior Account Executive - State & Local Government (SLG) at ServiceNow, you will lead the digital transformation for the states of Oregon and Idaho OR. You will manage a high-impact territory designed for a seasoned leader who can simultaneously drive aggressive new logo acquisition in untapped markets while orchestrating complex, multi-dimensional growth within mature, established accounts. You will lead a "Team of Teams"-including Government Relations, Partners, and internal Specialists-to move customers beyond point solutions on to a platform where AI drives tangible government outcomes and positioning ServiceNow as the primary Platform for Government Service Delivery. You will be responsible for transitioning government organizations away from fragmented point solutions toward a unified "System of Action" that empowers government to Sense, Decide, and Act in real-time.
What You Get To Do

• Orchestrate a "Team of Teams": Lead an ecosystem of Solutions Consultants and Sellers, Success Resources, and Partners. You will be the strategic architect, ensuring that every internal and external stakeholder is aligned with a singular account vision.
• Execute a Dual-Motion Strategy: Demonstrate mastery in managing a diverse territory portfolio. You will aggressively drive new logo acquisition in untapped segments while simultaneously scaling high-potential established accounts by deepening executive relationships and driving enterprise-wide platform adoption.
• Leverage the AI Control Tower: Craft and execute a strategy that utilizes the ServiceNow AI Control Tower to drive government transformation. You will move the conversation beyond simple automation toward a sophisticated, governed AI framework that makes government work more efficient and accountable.
• Navigate the Political & Economic Landscape: Partner with Government Relations and strategic partners to understand and influence budget cycles, legislative priorities, and state-level mandates to ensure ServiceNow is positioned as a critical infrastructure investment.
• Engage the C-Suite & Agency Leadership: Build and maintain trusted advisor relationships with CIOs, COOs, and Agency Directors, shifting their perception of ServiceNow from a functional tool to a strategic platform for service delivery.
• Lead the Partner Ecosystem: Collaborate with a network of strategic and tactical partners to extend your reach, maximize mutual success, and ensure world-class delivery for your clients.

Who You Are

• The Strategic Orchestrator: You thrive in complex environments where success depends on leading cross-functional teams and managing diverse internal and external stakeholders.
• The Growth Architect: You have a proven track record of managing "hybrid" territories-showing equal proficiency in navigating the "long game" of account management and the high-energy "sprint" of new business development.
• The Visionary Seller: You are adept at selling a future state. You can articulate how the AI Control Tower and the ServiceNow platform solve the unique challenges of public sector service delivery.

Qualifications
To be successful in this role you have:

• Current Location Required: in Portland, OR (strongly preferred), Seattle WA, or Boise, Idaho. Within reasonable driving distance (ideally 2 hours or less) from either state capital.
• Experience: 10+ years of enterprise software sales (SaaS), with a deep understanding of the State & Local Government (SLG) vertical.
• Platform Expertise: Proven ability to sell a "Platform-as-a-Service" vision rather than individual products or modules.
• Leadership: Demonstrable experience leading virtual teams and managing complex partner ecosystems
• Demonstrates ability to consistently achieve or exceed sales quotas
• Experience establishing trusted relationships with current and prospective clients and other teams
• Experience producing new business, negotiate deals, and maintain healthy C-Level relationships
• 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
• Willingness to travel up to 50%

For this position in OR or ID, we offer a base pay of $130,650 - $194,325, 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, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, 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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