Solution Sales Executive Security and Identity

Job Description

Role Overview:
The Solution Sales Executive will drive market success for Service Now’s Security and Identity solutions, leveraging our leading Service Management platform, with a strong focus on delivering results above plan. This role reports to the Director of Security and Identity Solutions and is responsible for developing and closing complex enterprise software solutions, supporting customers in their digital transformation journey, and partnering with internal teams to deliver clear business value.

A career-defining opportunity to help shape Service Now’s Security go-to-market strategy from the ground up—well suited for sellers energized by building new markets and unlocking whitespace opportunities.

• Develop and execute a comprehensive territory plan to generate a robust pipeline of new and expansion opportunities within your assigned region.
• Proactively build your own opportunities, leveraging existing relationships, and identifying new prospects aligned with our ideal customer profile.
• Demonstrate exceptional discovery and qualification skills to accurately identify 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 the platform’s business impact.
• Collaborate closely with Account Executives and Solution Consultants to develop compelling, tailored solutions that deliver clear business value.
• Support territory strategy and planning to improve vertical understanding, account use case targeting, and execution.
• Establish, develop, and maintain positive customer and partner relationships to drive both new business and expansion opportunities.
• Integrate partners, channels, and alliances into the sales process to increase deal velocity and size.
• Present to senior executives both in the field and virtually, supporting marketing events, executive briefings, conferences, and trade shows.
• Coach, share best practices, and enable internal sales teams with foundational specialty solution area knowledge.

• 5+ years of proven success in direct field sales, focusing on acquiring new enterprise clients in Security and Identity domains.
• Demonstrated history of delivering results above plan, with consistent quota attainment and a record of driving sustained business growth.
• Recent success closing significant sized deals in Identity & Access Management (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.
• Demonstrated success in growth-phase environments, with a genuine passion for building from the ground up—energized by shaping what’s next and collaborating on playbooks that enable the team to succeed.
• Genuinely curious and proactive in adopting AI and emerging technologies; able to model and assist the team on using new tools to enhance customer engagements, decision making, problem solving, and deal velocity.
• 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.
• Exceptional track record as an Account Executive or quota-carrying sales role in enterprise software.
• Willingness to travel as required (typically 25–50%).

• Exceed FY26 revenue target
• Build and maintain a healthy, well-qualified pipeline that provides strong coverage in support of achieving plan.
• 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

• Play a pivotal role in shaping the identity and security posture of organizations worldwide.
• High performers have a clear path to senior IC roles or sales leadership as the…