Director, Security & Solution Sales

Director, Security &  Sales – Service Now

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.

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.

• 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…