Area Vp, Defense

ServiceNow

Washington, United States
Base: $194,300 - $320,600; bonus/equity: variable ...
Remote
10+ years managing field-based sales representatives
Experience selling to enterprise customers over 5,000 employees
Track record meeting quotas for large accounts 20,000+ employees
ServiceNow is seeking an Area VP for Defense to lead its Federal Business vertical in the U.S., focusing on key accounts within the U.S. military. The role requires extensive experience in enterprise software sales, team management, and customer relationship building, along with a focus on integrating AI into business processes

Job Summary

  • The Area VP will lead the Defense vertical for the Federal Business in the United States, managing a team of four Regional Directors and approximately 24 individual contributors.
  • This role requires developing and executing defense-focused sales strategies to scale market share and land strategic wins across major US military branches and the 4th Estate.
  • ServiceNow offers a base pay of $194,300 - $320,600 plus equity and variable compensation, along with comprehensive benefits including health plans and 401(k) matching.

Matching Summary

Match Score: 85

ServiceNow is seeking an Area VP for Defense to lead its Federal Business vertical in the U.S., focusing on key accounts within the U.S. military. The role requires extensive experience in enterprise software sales, team management, and customer relationship building, along with a focus on integrating AI into business processes.

Salary

Base: $194,300 - $320,600; Bonus/Equity: Variable incentive compensation and equity when applicable; Benefits: Health plans, 401(k) match, ESPP, flexible time away, family leave

Skills & Requirements

Must-have

  • 10+ years managing field-based sales representatives
  • Experience selling to enterprise customers over 5,000 employees
  • Track record meeting quotas for large accounts 20,000+ employees
  • Deep knowledge of AI integration in work processes
  • Ability to navigate complex multi-tiered customer relationships

Nice-to-have

  • Servant leadership style driving energy and clarity
  • General Manager mindset leveraging OneTeam ecosystem
  • Competitive optimistic attitude with strong work ethic
  • Experience recruiting top talent from industry
  • Deliberate approach to team development and growth

Key Requirements

  • 10+ years experience in matrixed enterprise software sales
  • Proven track record selling to C-suite level at large enterprises
  • Willingness to travel 50% of the time
  • Experience managing teams across different geographical locations in Eastern US

Work Rights

Not specified

Tailored Resume

Cover Letter