📌 Core Information
🔹 Job Title: Public Sector Sr Enterprise Account Exec
🔹 Company: ServiceNow
🔹 Location: Brasília, Distrito Federal, Brazil
🔹 Job Type: Full-time
🔹 Category: Sales
🔹 Date Posted: April 10, 2025
🔹 Experience Level: 10+ years
🔹 Remote Status: Remote OK (up to 50% travel)
🚀 Job Overview
Key aspects of this role include:
- Producing new business sales revenue through account and territory planning, and field-based sales activities
- Developing relationships with C-suite personas across all product sales
- Orchestrating account strategies by leading a broad virtual team
- Acting as a trusted advisor to customers by understanding their business and advising on ServiceNow's capabilities
- Integrating AI into work processes, decision-making, or problem-solving
ASSUMPTION: This role requires a strategic mindset, strong communication skills, and the ability to navigate complex sales cycles in the public sector.
📋 Key Responsibilities
✅ Produce new business sales revenue from a SaaS license model through account planning, territory planning, researching prospect customers, using business development strategies, and completing field-based sales activities
✅ Develop relationships with multiple C-suite personas (e.g., CFO, CIO, COO, CDO) across all product sales
✅ Oversee client relationship mapping to the account team, orchestrating an account strategy while leading across a broad virtual team (Solutions Consultants, Solutions Specialist, Success resources, Partners, and Marketing)
✅ Be a trusted advisor to your customers by understanding their business and advising on how ServiceNow can help their IT roadmap
✅ Identify the right specialist/support resources to bring into a deal, at the right time
ASSUMPTION: This role involves a high degree of autonomy and requires strong organizational skills to manage multiple stakeholders and complex sales processes.
🎯 Required Qualifications
Education: Bachelor's degree or equivalent experience
Experience: 10+ years of sales experience within a software or solutions sales organization
Required Skills:
- Proven track record of producing new business, negotiating deals, and maintaining healthy C-Level relationships
- Ability to understand the "bigger picture" and our plans around IT
- Experience promoting a customer success focus in a "win as a team" environment
- Willingness to travel up to 50%
- Experience leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving
Preferred Skills:
- Experience working in the public sector
- Fluency in Portuguese
ASSUMPTION: While not explicitly stated, experience in the public sector and fluency in Portuguese may be beneficial for this role due to the location and industry focus.
💰 Compensation & Benefits
Salary Range: Based on industry standards for a Senior Enterprise Account Executive role in the public sector, with 10+ years of experience, the estimated salary range is R$350,000 - R$500,000 per year (before taxes).
Benefits:
- Competitive benefits package, including health insurance, retirement plans, and paid time off
- Flexible work arrangements, with a work persona assigned depending on the nature of the work
- Equal Opportunity Employer and Accommodations for candidates with disabilities
Working Hours: Full-time, with a flexible schedule and the ability to work remotely up to 50% of the time
ASSUMPTION: The salary range is an estimate based on market research and may vary depending on the candidate's qualifications and the company's final offer.
📌 Applicant Insights
🔍 Company Context
Industry: ServiceNow is a global market leader in digital workflows, providing an intelligent cloud-based platform that seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work.
Company Size: ServiceNow has over 10,000 employees worldwide, providing a large and diverse work environment.
Founded: ServiceNow was founded in 2004 by Fred Luddy, with a vision to transform how we work using innovative AI-enhanced technology.
Company Description:
- ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®
- The company's intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work
- ServiceNow is committed to making the world work better for everyone, with a purpose to create a future where work flows seamlessly and intuitively
Company Specialties:
- Service Management
- Enterprise Cloud
- Custom App Development
- Platform
- ITSM
- Security Operations
- Customer Service Management
- ITOM
- GRC
- HR Service Delivery
- And digitize workflows
Company Website: www.servicenow.com
ASSUMPTION: ServiceNow's large size and global presence offer numerous opportunities for career growth and development.
📊 Role Analysis
Career Level: Senior-level role with significant autonomy and responsibility for driving new business sales revenue
Reporting Structure: This role reports directly to the Vice President of Public Sector Sales and may have indirect reports from the Solutions Consultants, Solutions Specialist, Success resources, Partners, and Marketing teams
Work Arrangement: Remote OK, with up to 50% travel required
Growth Opportunities:
- Advancement to a Director or Vice President role within the sales organization
- Expansion into other regions or verticals within ServiceNow's public sector business
- Transition into a customer success or account management role, focusing on customer retention and expansion
ASSUMPTION: The public sector sales organization at ServiceNow is well-established, providing a strong foundation for career growth and development.
🌍 Location & Work Environment
Office Type: ServiceNow has a physical office in Brasília, but this role is Remote OK, with up to 50% travel required
Office Location(s): 2225 Lawson Lane, Santa Clara, CA 95054, US (global headquarters); additional offices worldwide
Geographic Context:
- Brasília is the capital of Brazil and is known for its modernist architecture and urban planning
- The city has a tropical savanna climate, with hot and humid summers and mild winters
- Brasília is a major political and economic hub, with a diverse and multicultural population
Work Schedule: Full-time, with a flexible schedule and the ability to work remotely up to 50% of the time
ASSUMPTION: The remote work arrangement for this role may vary depending on the candidate's location and the company's policies.
💼 Interview & Application Insights
Typical Process:
- Phone or video screen with the hiring manager
- In-depth interview with the sales leadership team
- Case study or role-play presentation
- Final interview with the Vice President of Public Sector Sales
Key Assessment Areas:
- Sales strategy and planning
- Understanding of the public sector and ServiceNow's capabilities
- Communication and presentation skills
- Problem-solving and critical thinking
Application Tips:
- Tailor your resume to highlight your sales experience, C-level engagement, and AI integration skills
- Prepare a cover letter that demonstrates your understanding of the public sector and ServiceNow's platform
- Be ready to discuss your experience with AI integration and how you've leveraged it in previous roles
ATS Keywords: Sales, Account Planning, Territory Planning, Business Development, Client Relationship Management, C-Level Engagement, Negotiation, Customer Success, AI Integration, Problem Solving, Team Collaboration, Strategic Thinking, Workflow Automation, Insight Analysis, IT Roadmap Understanding, Travel
ASSUMPTION: ServiceNow's application process may vary depending on the role and location, so it's essential to review the job description and company website for the most accurate information.
🛠️ Tools & Technologies
- Salesforce
- Microsoft Office Suite
- AI-powered tools and platforms (e.g., ServiceNow's own AI capabilities)
ASSUMPTION: The specific tools and technologies required for this role may vary depending on the candidate's location and the company's policies.
👔 Cultural Fit Considerations
Company Values:
- Customer Obsessed
- Growth Mindset
- Integrity
- One Team
Work Style:
- Collaborative and team-oriented
- Results-driven and focused on achieving sales targets
- Adaptable and open to learning new tools and technologies
Self-Assessment Questions:
- How have you demonstrated a customer-obsessed mindset in your previous roles?
- Can you provide an example of a time when you had to adapt to a new tool or technology to achieve sales targets?
- How do you approach working collaboratively with a broad virtual team to achieve an account strategy?
ASSUMPTION: ServiceNow's company culture emphasizes collaboration, growth, and customer obsession, with a strong focus on achieving sales targets and driving customer success.
⚠️ Potential Challenges
- The public sector sales cycle can be lengthy and complex, requiring strong persistence and patience
- Managing a broad virtual team may present communication and coordination challenges
- Integrating AI into work processes may require learning new tools and technologies
- Travel requirements may impact work-life balance
ASSUMPTION: These potential challenges can be mitigated through strong communication, organization, and adaptability.
📈 Similar Roles Comparison
- Compared to other senior sales roles, this position has a stronger focus on the public sector and AI integration
- ServiceNow's platform offers a wide range of capabilities, providing opportunities to tailor solutions to each customer's unique needs
- Career progression in this role may involve expanding into other regions or verticals within ServiceNow's public sector business or transitioning into a customer success or account management role
ASSUMPTION: This role offers unique opportunities for career growth and development within ServiceNow's public sector sales organization.
📝 Sample Projects
- Developing a strategic account plan for a major public sector organization, including targeted C-suite engagement and AI integration opportunities
- Leading a cross-functional team to deliver a successful customer implementation, driving customer success and expansion
- Collaborating with marketing to create targeted campaigns that generate qualified leads and drive pipeline growth
ASSUMPTION: These sample projects demonstrate the strategic and collaborative nature of this role, requiring strong communication and problem-solving skills.
❓ Key Questions to Ask During Interview
- Can you describe the current state of ServiceNow's public sector business and the growth opportunities for this role?
- How does ServiceNow support the integration of AI into work processes, and what resources are available to help me succeed in this area?
- What is the typical career path for a Senior Enterprise Account Executive within ServiceNow's public sector sales organization?
- How does ServiceNow approach customer success, and what resources are available to support my customers' long-term growth and satisfaction?
- What is the expected travel requirement for this role, and how does ServiceNow support work-life balance for its employees?
ASSUMPTION: These interview questions demonstrate a strong interest in the role, the company, and the opportunities for career growth and development.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume to highlight your sales experience, C-level engagement, and AI integration skills
- Prepare a cover letter that demonstrates your understanding of the public sector and ServiceNow's platform
- Be ready to discuss your experience with AI integration and how you've leveraged it in previous roles
- Follow up with the hiring manager one week after submitting your application to express your continued interest in the role
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
