The Director, Security & Identity Solution Sales leads a team of quota carrying sales reps focused on exceeding plan by driving market success for Security and Identity solutions, driving growth through strategic sales leadership and deep domain expertise. This role reports to the Area Vice President of Security and Identity solutions and is responsible for leading a team that develops and closes complex enterprise software solutions, supporting customers in their digital transformation journey, and partnering with internal teams to deliver clear business value. As a peer to the SC Director, this leader will shape the sales strategy, coach teams, and foster a culture of excellence in the Security & Identity portfolio. A career-defining opportunity to shape Service Now's Security GTM strategy from the ground up — ideal for leaders who want to build, not just inherit.

Key Responsibilities:

· Lead, coach, and develop a team of high-performing Solution Sales Executives executing a comprehensive territory plan to generate a robust pipeline of new and expansion opportunities within assigned regions. This is a fast-paced, build-phase team that values ownership, initiative, and adaptability. Leaders who are comfortable operating with autonomy and driving outcomes will be well positioned to succeed.

· Lead & Drive pipeline execution and revenue goals for Security & Identity solutions.

· Build and maintain positive customer and partner relationships to drive new business and expansion opportunities.

· Integrate partners, channels, and alliances into the sales process to increase deal velocity and size.

· Present to senior executives, support marketing events, executive briefings, conferences, and trade shows.

· Coach the team on exceptional discovery and qualification to surface customer pain points and opportunities.

· Apply deep market expertise in core security focus areas (Identity, Sec Ops, Data Security, Cloud Security, Application Security) to educate prospective customers on business impact.

· Coach and enable internal sales teams with foundational specialty solution area knowledge.

· Foster a high-performing sales drive culture of accountability, collaboration, and continuous skill development.

· Set clear performance expectations, provide regular coaching, and support career progression for Solution Sales Executives.

· Manage team capacity, territory coverage, and prioritization to support the business effectively.

· Use data and performance insights to improve productivity, deal effectiveness, and customer outcomes.

· Partner with Product, Security, Enablement, and Marketing teams to share field insights and improve solution readiness.

· Provide structured feedback based on customer and market signals to influence roadmap and enablement priorities.

· 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), Sec Ops, 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

JV20

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 Service Now employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, Service Now may confirm the distance between your primary residence and the closest Service Now office using a third-party service.

Equal Opportunity Employer

Service Now 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), Service Now may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon Service Now 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.

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 — Service Now 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.