Senior Enterprise Account Executive — Irish Public Sector

Senior Enterprise Account Executive — Irish Public Sector

ServiceNow is seeking a high-performing Senior Enterprise Account Executive to drive growth across the Irish Public Sector, including core central departments, agencies, and statutory bodies including transport. You will own a portfolio of strategic accounts, orchestrate complex multi-year transformations on the Now Platform, and lead value-focused engagements that deliver measurable citizen and operational outcomes. This role requires deep public-sector selling expertise, disciplined deal execution, business case generation and communication and strong partner co-selling with global and local systems integrators.

Strategic context: The Digital Public Services Plan 2030 charts a bold course for a fully digital-enabled public service in Ireland. Under this Plan, by 2030 100% of key public services will be available online, and 90% of applicable services are expected to be accessed digitally. This role places you at the centre of that transformation: you will help public-service departments redesign processes and deliver integrated, citizen-centred services aligned with the Plan's Life Events approach, ensuring services are intuitive, joined-up, and accessible across government.

Key responsibilities:

• Territory ownership & growth
• Build and execute an account prioritisation and coverage plan for Irish Central Government; deliver annual ACV targets and multi-year expansion.
• Maintain healthy pipeline coverage (≥3–4× quota) with rigorous stage progression and forecast accuracy.
• Value-based selling & deal orchestration
• Run executive discovery to align ServiceNow workflows to mission outcomes, KPIs, and quantified value (ROI/TCO).
• Lead complex pursuits using MEDDIC/MEDDPICC: identify & validate Metrics, Economic Buyer, Decision Process/Criteria, Champion; document Paper Process, Competition, and compelling event.
• Build robust business cases and outcome-based proposals; structure enterprise agreements, multi-year programmes, and phased deployments.
• Partner & Systems Integrator engagement
• Co-sell with major SIs and ecosystem partners; drive joint account plans, solution design, and delivery readiness.
• Orchestrate partner-led discovery workshops, POVs, and value realisation programmes; ensure partner compliance with public-sector frameworks.
• Public-sector procurement & compliance
• Navigate Irish procurement processes (OGP frameworks, eTenders portal) and contract vehicles; collaborate with legal, deal desk, and public-sector compliance teams.
• Address data residency, security, accessibility and regulatory topics with credibility, leveraging ServiceNow trust & governance assets.
• Account planning & governance
• Own executive relationships across CIO, COO, CDO, CFO, Secretary General levels, and senior civil service leaders; orchestrate and run Executive Briefings, QBRs, steering committees, and joint success plans.
• Coordinate and orchestrate virtual teams (solution consulting, value engineering, product specialists, customer success, services, and partners) to win and deliver.

Required qualifications:

• Experience: Minimum 10+ years successfully selling enterprise software, SaaS, or services into Irish/European public sector, with a strong focus on central government and multi-stakeholder, seven-figure, multi-year deals.
• Methodologies: Demonstrated mastery of value selling and enterprise sales methodologies; ability to coach virtual teams in disciplined deal execution.
• Public-sector expertise: Deep understanding of Irish central government structures, budgets, governance, and procurement (eTenders); proven success navigating RFTs/RFPs, DPS/frameworks, and paper processes.
• Partner-led selling: Track record of co-selling with systems integrators and consulting partners; building joint go-to-market plans and managing partner delivery alignment.
• Executive presence: Credibility with senior civil service and C‑suite; consultative discovery, storytelling, and business-case creation.
• Commercial acumen: Contract structuring, pricing strategies, risk management, and negotiation through legal/procurement cycles.
• Technical fluency: Understanding of cloud platforms and enterprise workflows; ability to articulate ServiceNow's value for IT, Civil Servant experience, Citizen Services, at a business and architecture level.

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.

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 globaltalentss@servicenow.com for assistance.