Sr CRM Account Executive - Federal Civilian

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, Service Now is the AI control tower for business reinvention.

Our Service Now 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 Senior Account Executive, Federal CRM & AIDo 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?

Service Now 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 Service Now’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 DOT, GSA, USDA, and Education, 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.

Qualifications To be successful in this role you have:

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.
7+ years knowledge enterprise software and/or specialty solutions area to lead solution win Experience as a new logo hunter, Sr AE or…