Senior Enterprise Account Executive, Deutsche Rentenversicherung & DGUV

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The Federal Team is part of the Public Sector team at ServiceNow Germany, focusing on federal agencies and nationally operating social insurance carriers. These organizations sit at the heart of Germany's public services: they administer complex, legally regulated benefit processes for millions of citizens – under significant pressure to improve efficiency, ensure compliance, and drive modernization.

Among the key accounts of the Federal Team are the Deutsche Rentenversicherung (DRV) and the Deutsche Gesetzliche Unfallversicherung (DGUV) – two of Germany's largest social insurance institutions, each with complex IT landscapes, federal organizational structures, and a growing need for digital process automation.

ServiceNow addresses exactly this need – as a platform that integrates heterogeneous system landscapes, digitizes processes end-to-end, and makes regulatory compliance operationally manageable.

The Role

As Account Executive for Deutsche Rentenversicherung and DGUV, you take ownership of two of the most strategically significant accounts in the Federal Team. You manage the full sales cycle, develop existing customer relationships at decision-maker level, and unlock new areas of application for the ServiceNow platform – with the goal of actively shaping the digital transformation of these institutions.

Your Responsibilities

• Own the full sales cycle at DRV and DGUV – from needs identification through to contract close
• Build and maintain long-term relationships at C-level, department head level, and with IT decision-makers
• Develop account-specific strategies taking into account organizational structure, political frameworks, and procurement processes
• Identify and develop new use cases on the ServiceNow platform (e.g. process automation, ESM, ITSM, AI)
• Work closely with Solution Consulting, partners, and the Federal Team
• Take ownership of revenue targets and sustainable pipeline development within your assigned accounts

Qualifications

Your Profile

• Proven track record in IT solution sales or IT consulting directly with Deutsche Rentenversicherung (DRV) and/or Deutsche Gesetzliche Unfallversicherung (DGUV) – ideally with existing customer relationships at these institutions
• Established personal network among key stakeholders at DRV or DGUV – including IT leadership, department heads, and relevant decision-makers – with a deep understanding of the organizations' internal processes, governance structures, and strategic IT priorities
• Hands-on experience with German public procurement law (Vergaberecht), including framework agreements (Rahmenverträge), EVB-IT contract types, call-off mechanisms, and in-house procurement models (e.g. §108 GWB) – complemented by working knowledge of federal budget law (Haushaltsrecht) and its impact on IT investment decisions
• Strong familiarity with the partner and consulting ecosystem surrounding DRV/DGUV – including IT service providers, system integrators, and advisory firms active in the social insurance sector
• In-depth understanding of social insurance core processes – such as pension administration, rehabilitation management, occupational safety, or claims processing – and the ability to map these to platform-based IT solutions
• Demonstrated ability to navigate complex, politically shaped sales cycles with long lead times – combining strategic patience with the persistence to drive deals to close in a consensus-driven environment
• Native-level German, good command of English

What We Offer

• Responsibility for two of the most strategically significant accounts in the German public sector
• Integration into an experienced Federal Team with direct access to senior-level decision-makers
• Room to shape your approach in a market undergoing fundamental digital transformation
• 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. 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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