AVP Technical Sales Leader – Identity COE

• Full-time
• Employee Type:
  Regular
• Region: AMS
  - North America and Canada
• Work Persona:
  Flexible or Remote

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.

Join us to put AI to work for people.

What you get to do in this role:

As part of scaling our Global Cybersecurity Sales organization, we are standardizing and expanding our specialized
Centers of Excellence (COEs). The Identity COE exists to provide deep, authoritative technical expertise that augments our core generalist cyber sellers and Solution Engineers (SEs)-engaging at critical high-value deal stages to secure the technical win.

We are seeking a high-caliber
Technical Sales Leader
to build, lead, and scale the
Identity & Access Security COE
. In this role, you will lead an elite team of technical domain specialists while serving as a field-CTO-caliber executive who can articulate complex identity architectures to C-level executives (CISOs, CIOs, CTOs).

Additionally, you will serve as the primary operational link between Field Sales and Product Leadership, embedding a true"three-in-the-box"construct across Sales, Product Management, and Outbound Product Managers (OPMs).

Key Responsibilities

Technical Win Strategy & Engagement Model

Standardized Engagement Lifecycle:Lead technical engagement across the sales motion-rolling on from the Scope and Proof of Value (POV) stages through to the technical win, and executing a seamless offboarding transition once secured.

GTM Pod Augmentation:Partner with generalist cyber sales pods (roughly 1 COE specialist per 2 First Line Managers / 1:16 AE coverage ratio) to drive technical wins on complex enterprise Identity deals.

Executive Technical Presence:Operate as a "Field CTO" during strategic enterprise opportunities-carrying high-level, credible technical conversations with CISOs and identity executives while guiding deep-in-the-weeds architectural validation.

Three-in-the-Box Leadership:Partner directly with the Identity Product Leader and Outbound Product Manager (OPM) to maintain tight alignment across Product, Outbound PM, and Field Execution.

Roadmap Mastery:Serve as the field's source of truth on the Identity product roadmap, translating upcoming strategic vision into clear customer positioning.

Bi-Directional Feedback Loop:Establish a structured, standing feedback cadence to translate field friction, competitive dynamics, and customer requirements back into Product Management to influence product strategy.

To be successful in this role, we need someone who has:

• 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' experience managing a team of field-based sales representatives in a matrixed sales environment in the enterprise software space to enterprise customers (over 5,000 employees)
• Strong experience managing multi-tiered customer relationships; demonstrated ability to coach and mentor
• Expertise in identity and access security
• Established relationships withCISOs,…