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 What you get to do in this role: The Area VP will be a second line leader and will lead the Defense vertical for the Federal Business in the United States. The customer set will comprise ServiceNow's key strategic accounts across four (4) major Regions: US Army, US Navy, US Air Force, and the 4th Estate. In this role, the Area VP will manage and lead a team of four (4) 1st line Regional Directors who have ~6 individual contributors (Senior Account Executives) reporting to them. Role expectations include: - Develop and execute on Defense focused vertical and horizontal sales strategies pushing further into the lines of business and mission driven initiatives. - Continue to scale and grow market + revenue share by meeting and exceeding the assigned team quota, increasing enterprise-wide contracts, and landing strategic wins. - Empower and guide your team to build strategic account plans that focus on the longer-term joint success of its Customers and ServiceNow. - Able to establish and nurture relationships at the highest levels of organizations; intentionally focused on customer outcomes and success. - Lead with a General Manager mindset leveraging a deep and wide support ecosystem as OneTeam. - Delivers sales excellence by establishing a rhythm of the business that orchestrates team synchronization, accurate forecasting, and clear priorities + communication on a daily basis. - Be deliberate in the development of the team's growth, actively recruit top talent from Industry, and build winning teams. - A Servant leader who drives energy, clarity, and a growth mindset across the business; elevates those around the team Qualifications To be successful in this role, we need someone who has: - 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. - 10+ years' experience managing a team of field-based sales representatives in a matrixed sales environment in the enterprise software space to enterprise customers (over 5,000 employees) - Strong experience managing multi-tiered customer relationships; demonstrated ability to coach and mentor - A consistent track record of meeting and exceeding team quotas selling to large accounts (20,000+ employees) - Experience attracting, retaining, and developing high performing, high potential talent through assessing, selecting, onboarding, coaching, and developing - A track record of managing a growing team in different geographical locations across the Eastern US - Superior knowledge and demonstrated skills of sales techniques, customer interaction, customers relations - Strong forecasting and reporting capabilities - A proven and consistent track record selling to large enterprise level customers and established relationship at the C-suite level - Strong organization, communication, team work, presentation, problem solving and time management skills - Experience inspiring the team to follow defined best practices - The ability to navigate and collaborate through complex opportunities - A competitive, can do, optimistic, realistic attitude, strong work ethic, humility and excellent team building communication and listening skills - The willingness and ability to travel 50% of the time JV20 For positions in this location, we offer a base pay of $194,300 - $320,600, 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 globaltalentss@servicenow.com 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.

• Serve as executive sponsor on key programs and accounts • Build trusted relationships with senior government stakeholders • Lead high-stakes communications, escalations, and recovery efforts • Drive organic growth, recompete success, and pre-RFP positioning • Translate delivery insights into future opportunity shaping • Lead and develop a high-performing organization of delivery leaders • Establish clear accountability and role clarity across leadership layers • Build a strong leadership bench and succession pipeline • Drive a culture of ownership, transparency, and continuous improvement • Own portfolio performance across cost, schedule, scope, and quality • Ensure consistent, real-time visibility into program health • Lead intervention and recovery efforts for at-risk programs • Establish consistent delivery practices across programs without over-bureaucratizing teams • Reduce operational burden on delivery leaders and increase organizational leverage • Design and operate a unified delivery system • Replace manual reporting and coordination with system-driven workflows and automation • Integrate program, financial, staffing, and risk data into a shared context layer • Establish system-driven governance, where: • Program health, risks, and financials are visible in real time • Escalations are exception-based and timely • Eliminate redundant reporting, tooling, and coordination layers • Define and enforce minimum operating Standards (MOS) through systems rather than manual process • Ensure the system supports both: • Consistent standards where needed • Flexibility and team-level autonomy • Partner with platform, data, and AI teams to: • Enable automated reporting and insights • Introduce predictive risk signals • Support agent-assisted workflows • Establish continuous, system-driven governance with exception-based escalation • Ensure audit readiness and compliance with government contracting requirements • Build proactive risk identification and mitigation practices across the portfolio • Lead executive-level governance and risk reviews • Own revenue predictability, margin performance, and portfolio health • Ensure accurate forecasting and strong EAC discipline across programs • Partner with Finance to improve financial transparency and decision-making • Drive accountability for financial outcomes at the program and portfolio level

• Coach, mentor and guide a team of regional directors and guide them on the most effective way to manage their teams, keeping in mind that sales and partnerships is very different from implementation • Keep an eye on performance and accurately forecast commits and stretch goals on a weekly basis. Performance manage team as needed • Manage the end-to-end sales process and forecast sales leveraging Salesforce • Align with the sales leadership team on processes, procedures and team KPIs • Work with the VP of Revenue Marketing & Implementation on marketing needs and how to get plans to launch faster • Work with the VP of Training to ensure that your new hires (we hire and ramp quickly) are prepared and hit the ground running • Develop the right skill set for your regional directors, continuing to refine best practices. • Create a high-performance culture and drive ownership and accountability, while having fun in the process • Travel within the region and nationally to field ride with individuals on the team and to meetings on a national level, such as sales conferences, trade shows, or partnership meetings.

• Own performance of the Development Services business unit • Drive revenue growth, gross margin, and profitability • Originate, pursue, and win data center fit‑out and interior construction work • Oversee project execution from kickoff through closeout • Own client relationships during project execution • Build and lead high‑performing teams across preconstruction, project management, and field operations