Director, Security & ID Solution Sales

Director, Security & ID Solution Sales

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:

• Build a team of direct Sales Executives to drive rapid new business sales growth in the region
• Build and drive sales strategy for the region in conjunction with Sales Operations to effectively Go-To-Market including understanding the competitive landscape, presence and strength within the region
• Actively engage in territory planning, relationship development and opportunity development and driving revenue by supporting and assisting Field Sales Teams in closing opportunities
• Recruit, coach and mentor team members to drive excellence
• Development of territories and quota for the sales team and effectively communicate to set performance expectations within the team
• Manage and report accurate forecast and pipeline to the business
• Achievement of annual sales goals on a quarterly and annual basis is required
• Engage and align effectively in C-level meetings in order to properly understand customer business requirements
• Build effective working relationships with Solution Consulting, Business Units, Professional Services, Marketing, our Partner community and the ServiceNow executive team
• Retain and grow existing customer base with regular non-sales customer engagement activities to deliver an excellent customer experience

Qualifications

• 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 of sales experience in Solution Sales, Consulting, Sales Engineering, or Pre-Sales roles with a focus on Security and/or Identity.

• Proven track record of exceeding plan—both personally and through your team—with consistent quota attainment, strong team-wide performance against targets year over year, and sustained business growth.

• Demonstrated success in growth-phase environments, with a genuine passion for building from the ground up—energized by shaping what's next and creating playbooks that enable others to succeed.

• Demonstrates genuine curiosity and a proactive approach to adopting AI and emerging technologies, modeling effective use of new tools and coaching the team to apply them in ways that enhance customer engagement, decision-making, problem-solving, and deal velocity.

• 5+ years of people management experience leading technical or consultative teams.

• Proven success in direct field sales, focusing on acquiring new enterprise clients in Security and Identity domains.

• Recent success closing significant sized deals in Identity (IGA/PAM), SecOps, Data Security, Cloud Security, or Application Security.

• Broad security domain expertise, with experience selling across identity, data security, cloud security, sec ops, or compliance.

• Strong executive presence and polish, with excellent listening and presentation skills.

• Ability to adapt to high-growth, fast-changing environments.

• Willingness to travel as required (typically 25–50%).

Preferred Qualifications

• Experience with Identity & Access Management (IAM), Identity Governance & Administration (IGA), or Security Operations solutions with a background in enterprise SaaS or platform-based security solutions.

• Familiarity with regulatory and compliance frameworks impacting identity and security programs.

What Success Looks Like

• Exceed FY26 revenue target

• Build and retain a high-performing, well-coached Solution Sales team

• Design balanced territories that set reps up to win

• Close strategic, large-scale deals that demonstrate platform value

• Earn credibility with Sales leadership and customer security stakeholders

• Drive measurable improvement in pipeline volume, deal size, and conversion rates