Cyber Account Executive

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, Service Now is the AI control tower for business reinvention. Our Service Now AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better.

We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.

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Role Overview

As the lead Cyber Security & Risk Account Executive, you will own the overall cyber sales strategy, executive relationships, and domain revenue across your assigned enterprise accounts. You will drive net-new SaaS license revenue by expanding Service Now's Security, Identity, and Risk solution offerings through strategic account planning, territory execution, prospect research, and high-impact field sales activity within target accounts and verticals.

What you get to do in this role:

• Own the cybersecurity strategy and portfolio opportunity for your accounts, identifying and pursuing expansion across Security, Identity, and Risk solution offerings.
• Develop trusted relationships with senior executives, including CISOs, CIOs, CFOs, COOs, and CDOs, positioning Service Now as a strategic partner in reducing cyber risk and strengthening resilience.
• Partner in lockstep with Core Account Executives to seamlessly integrate cybersecurity, Sec Ops, and risk workflows into broader enterprise platform strategies and account plans.
• Orchestrate a broad virtual account team (Solutions Consultants, Security Specialists, Customer Success resources, Partners, Marketing, etc.) with a unified cyber account strategy.
• Map client relationships and buying groups across security, IT, and business stakeholders.
• Be a trusted advisor by understanding the customer's threat landscape, compliance obligations, and IT roadmap, and advising on how Service Now can reduce risk and improve security posture.
• Identify and engage the right specialist and support resources at the right time in the deal cycle.
• Serve as the executive point of accountability for cyber pipeline, forecasting, and account health.

To be successful in this role you have:

• 7+ years of quota-carrying enterprise SaaS sales experience, with a focus on Security, Risk, or IT Operations solutions.
• Proven track record of consistent quota over achievement ($250k+ ACV / $1M+ TCV enterprise deals).
• Demonstrated experience articulating the value of AI-driven security automation and workflow insights (e.g., leveraging AI for threat remediation and risk management) to CISO and executive buyers.
• Strong alignment with enterprise sales methodologies (e.g., MEDDPICC, Value Selling, Challenger).
• Deep understanding of enterprise security architectures, CISO priorities, and compliance frameworks.
• Excellent communication, negotiation, and cross-functional leadership skills.

For positions in this location, we offer a base pay of $127,100 - $209,700
, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs.

Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

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,…