Federal AE, Emerging Defense Tech - FSI From developing brand-new accounts to driving expansion across existing accounts, our Direct Sales team transforms opportunity into action every day. Whether focusing on a geographical area, product line, industry, channel or market segment, their goal is the same: to develop relationships with the end-users of the organization and generate significant sales. They are the direct line between our ground-breaking portfolio of product solutions and the desks of satisfied customers. Join us to do the best work of your career and make a profound social impact as a Account Executive - Direct Sales on our Direct Sales Team in Remote California. What you’ll achieve As an Account Executive, you will be responsible for building strong customer relationships in the field and ensuring an outstanding customer experience with existing and potential customers. You will: • Develop an understanding of customers’ business and solution requirements • Gain share of spend across Dell Technologies portfolio of technology solutions: server, storage, networking, software, security and led services • Run territory and or accounts, including account planning, sales forecasting, engaging cross-functional resources and working with the virtual teams to ensure alignment across the organizations • Regularly engage with decision makers at client facilities in performing primary duties • Provide sales leadership and experience on large, sophisticated opportunities You will: •Develop an understanding of customers’ business and solution requirements •Gain share of spend across Dell Technologies portfolio of technology solutions: server, storage, networking, software, security and led services •Run territory and or accounts, including account planning, sales forecasting, engaging cross-functional resources and working with the virtual teams to ensure alignment across the organizations • Regularly engage with decision makers at client facilities in performing primary duties • Provide sales leadership and experience on large, sophisticated opportunities Take the first step towards your dream career Every Dell Technologies team member brings something unique to the table. Here’s what we are looking for with this role: Essential Requirements •At least 5 to 8 years of experience selling technology solutions •Expert knowledge of market trends that impact on Dell Technologies customers •Outstanding customer management and strategic selling skills that will improve the success of our customers’ business and the growth of Dell Technologies •Strong communication, collaboration, negotiation and executive presentation skills and the ability to provide insight and thought leadership to senior/CIO/CXO leadership and next two levels down • Ability to work in a fast-paced ambitious environment Active U.S. DoD TS/SCI clearance Desirable Requirements •Bachelor’s degree Compensation Dell is committed to fair and equitable compensation practices. The Total Target Compensation range for this position is $212,500 - $275,000 which includes base salary and commissions. Benefits and Perks of working at Dell Technologies Your life. Your health. Supported by your benefits. You can explore the overall benefits experience that awaits you as a Dell Technologies team member — right now at MyWellatDell.com Who we are We believe that each of us has the power to make an impact. That’s why we put our team members at the center of everything we do. If you’re looking for an opportunity to grow your career with some of the best minds and most advanced tech in the industry, we’re looking for you. Dell Technologies is a unique family of businesses that helps individuals and organizations transform how they work, live and play. Join us to build a future that works for everyone because Progress Takes All of Us. Dell Technologies is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. Read the full Equal Employment Opportunity Policy here.

Founded in 2017, Obsidian Security was created to close a critical gap: securing the SaaS applications where modern business happens—platforms like Microsoft 365, Salesforce, and hundreds more. Backed by top investors including Greylock, Norwest Venture Partners, and IVP, we’ve built a complete SaaS security platform to reduce risk, detect and respond to threats, and prevent breaches at the source. Our team includes leaders who helped define the categories of endpoint and identity security at CrowdStrike, Okta, Cylance, and Carbon Black. Now, we’re transforming how SaaS is secured—in the era of agentic AI. Today, Obsidian is trusted by global enterprises like Snowflake, T-Mobile, and Pure Storage. We protect more than 200 organizations across North America, Europe, the Middle East, Southeast Asia, Australia, and New Zealand—including many of the world’s largest Fortune 1000 and Global 2000 companies. With strong global momentum, a growing partner ecosystem including SentinelOne, Databricks, and Google Cloud, and a major fundraise on the horizon, we’re scaling quickly toward long-term growth and IPO readiness. Join us as we define the future of SaaS security! About the Team: We’re looking for a hardworking, focused and driven Enterprise Account Executive to channel energy, passion and initiative into new logo acquisition. You'll be responsible for developing and executing against a comprehensive account/territory plan whilst working collaboratively with our internal and external resources. This is a 100% remote role with ability to travel within and outside of this region. About the Role: - Proactively, identify, qualify and close sales pipeline across your territory and accounts - Close business to meet and exceed monthly, quarterly and annual business targets - Demonstrate an extensive understanding of the Obsidian Security offering and our value to our customers - Align with our partners and alliances to optimize opportunities - Partner with internal resources across Sales Engineering, Customer Success and Customer Support - Demonstrate accurate pipeline forecasting and management - Actively participate in our sales enablement training About You: - 5+ years of enterprise sales experience - Working knowledge of sales concepts, methods and techniques - Experience evangelizing new technology into F1000 accounts. - Able to maintain and manage existing client relationships and accounts. - Able to utilize existing client and/or C-Level relationships, as well as build new relationships across IT Security as well as other lines of business. - Self Starter that creates and maintains a sales pipeline by capturing accurate and complete information in selected CRM databases including activity, closing, project forecast, close ratios and market intelligence. - Strong ability to understand a customer's business issues and needs and be able to articulate and map back value to a solution. - Strong prospecting skills, deal qualification, and POV management skills, leading to acquisition of new business. - Team player with the ability to collaborate well with internal stakeholders or partners to drive opportunities to closure. - Need to maintain and keep up with market trends, competitor analysis, and market conditions which may impact customers. - Able to learn quickly and ramp to be able to effectively articulate and differentiate the value of our product to prospective clients. Employee Benefits Our competitive benefits packages are designed to support our employees' well-being, both at work and at home. Our US based employees enjoy: - Competitive compensation with equity and 401k - Comprehensive healthcare with dental and vision coverage - Flexible paid time off and paid holiday time off - 12 weeks of new parent or family leave - Personal and professional development resources For more details on our US benefits, or for information on our international benefits, please see here. Pay Transparancy Please note that the base pay range is a guideline and for candidates who receive an offer, the base pay will vary based on factors such as work location, as well as the knowledge, skills and experience of the candidate. In addition to a competitive base salary, this position is eligible for equity awards and may be eligible for sales commission or incentive compensation based on the role or function within the company. At Obsidian, we are proud to be an equal-opportunity employer. We value diversity and hire for talent, passion, and compassion. In compliance with federal law, all persons hired will be required to submit satisfactory proof of identity and legal authorization. If you have a need that requires accommodation, please contact accommodations@obsidiansecurity.com Information collected and processed as part of any job applications you choose to submit is subject to Obsidian’s Applicant Privacy Policy. Base Salary Range $124,000—$176,000 USD

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 Sr CRM Account Executive will oversee market success of ServiceNow's CRM products. These products are built on our market leading Service Management platform and create a single source of truth that allows enterprise processes to execute with uniform information. What you get to do in this role: The Sr CRM Account Executive supports the strategy and solution win for specialty solution areas depending on engagement model. Responsibilities/ activities can vary by solution area given coverage capacity. - Support territory strategy and planning to improve vertical agreement, account use case targeting and execution - Provide input to AE during the account planning process based on territory strategy and recommendation - Ensure recommendation to territory strategy and account planning is aligned with Now Value principles - Support customers to envision the value of a digital transformation and support development of strategy by partnering with rest of account team, customer and partners. - Interlock with SC & Specialist SC on Capability Roadmap for feedback and agreement and team based on engagement model - Coach AEs, ADRs, ACE with foundational specialty solution area knowledge to identify specialty solution opportunities and help manage the sales cycle - Customize the time allocation of responsibilities to the needs of the territory and account team and celebrate successes - Champion diversity and belonging to contribute to an open and inclusive environment Qualifications To be successful in this role you have: - To be considered, candidate must reside in the following locations: Florida, Atlanta, GA metro or Charlotte, NC metro where the accounts are located. - 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 on return on investment of specialty solutions area to lead solution win - Experience as an AE, or in alternative sales role - Understanding of business sales processes - Travel required: 30-50% 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. From Fortune. ©2025 Fortune Media IP Limited. All rights reserved. Used under license. - Employee Type: Regular - Region: AMS - North America and Canada - Work Persona: Remote

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 You will produce new business sales revenue from a SaaS license model. You will accomplish this through account planning, territory planning, researching prospect customers, using business development strategies and completing field-based sales activities within a defined set of prospects, territory or vertical. What you get to do in this role: - 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 across a broad virtual team (Solutions Consultants, Solutions Specialist, Success resources, Partners and Marketing, etc.) - Be a trusted advisor to your customers by understanding their business and advising on how ServiceNow can help help their IT roadmap - Identify the right specialist/ support resources to bring into a deal, at the right time 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 of sales experience within software OR solutions sales organization - Experience establishing trusted relationships with current and prospective clients and other teams - Ability to produce new business, negotiate deals, and maintain healthy C-Level relationships - Experience achieving sales targets - The ability to understand the "bigger picture" and our plans around IT - Experience promoting a customer success focus in a "win as a team" environment For positions in this location, we offer a base pay of $127,100 - $209,700, 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. From Fortune. ©2025 Fortune Media IP Limited. All rights reserved. Used under license. - Employee Type: Regular - Region: AMS - North America and Canada - Work Persona: Flexible or Remote