Senior Enterprise Account Executive

Job Description

The KRITIS District is part of the Public Sector team at ServiceNow Germany, focusing on organizations that make a significant contribution to Germany's critical infrastructure.

Our customers include institutions from the healthcare sector – including statutory health insurers, hospitals, and university medical centers – energy suppliers, operators of public transport infrastructure, airports and seaports, as well as other organizations subject to KRITIS regulation.

These customers share a common challenge: they must modernize highly complex, regulated operating environments without compromising the availability of critical services. At the same time, requirements under frameworks such as the IT Security Catalogue, BSI IT-Grundschutz, and NIS2 are continuously increasing.

ServiceNow addresses exactly this need – as a platform that digitizes existing processes, connects silos, and makes compliance requirements operationally manageable.

The Role

As Account Executive for Transport & Mobility, you are responsible for the full sales cycle with operators of critical transport infrastructure in Germany – with a primary focus on major airports (e.g. Fraport/Frankfurt, Flughafen München) and large public transit operators (e.g. BVG, MVG, HVV). You develop existing customer relationships strategically and open new accounts – with the goal of establishing ServiceNow as the digital platform for operational and regulatory requirements in the transport sector.

Your Responsibilities

• Own the full sales cycle – from identification through to closing
• Build and maintain relationships at C-level and key decision-maker level
• Develop account-specific strategies taking into account regulatory requirements (NIS2, BSI, KRITIS-Dachgesetz)
• Work closely with Solution Consulting, partners, and the KRITIS team
• Take ownership of revenue targets and pipeline development within your assigned territory

Qualifications

Your Profile

• Proven track record in IT solution sales or IT consulting directly with major German airports (e.g. Fraport/Frankfurt, Flughafen München) and/or large public transit operators (e.g. BVG, MVG, HVV) – ideally with existing customer relationships at one or more of these organizations
• Established personal network among key stakeholders in the German airport and public transit sector – including IT leadership, operations management, and procurement decision-makers – with a deep understanding of the organizations’ internal processes, governance structures, and digitalization priorities
• In-depth understanding of the regulatory landscape governing critical transport infrastructure – including KRITIS regulation, NIS2, BSI IT-Grundschutz, and the KRITIS-Dachgesetz – and the ability to translate compliance requirements into actionable platform use cases
• Strong familiarity with the partner and consulting ecosystem active in the airport and public transit sector – including IT service providers, system integrators, and specialized advisory firms – combined with working knowledge of public procurement law (Vergaberecht), framework agreements (Rahmenverträge), and EVB-IT contract types relevant to publicly owned transport operators
• Understanding of core operational processes in airports and/or public transit – such as passenger handling, fleet and asset management, safety and security operations, or infrastructure maintenance – and the ability to connect these to platform-based IT solutions
• Demonstrated ability to navigate complex, multi-stakeholder sales cycles in publicly owned or regulated organizations – combining strategic patience with the persistence to advance deals in consensus-driven environments
• Native-level German, good command of English

What We Offer

• One of the most strategically significant growth areas at ServiceNow Germany
• Integration into an experienced, cross-functional Public Sector team
• Clear career path at one of the fastest-growing technology companies in the world
• Attractive compensation model with uncapped variable component

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. 

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