Federal DOD/Intel Senior Solution Sales Executive- Identity and Security

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 — ServiceNow 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.

Role Overview: The Solution Sales Executive will drive market success for ServiceNow’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 ServiceNow’s Security go-to-market strategy from the ground up—well suited for sellers energized by building new markets and unlocking whitespace opportunities.

What You Get to Do in This Role

· 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, SecOps, 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), SecOps, 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%).

What Success Looks Like

· 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

Why Join Us?

· 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 team scales.

· This is a dynamic, growth-stage team that values ownership, initiative, passion, and adaptability. Sellers who thrive with autonomy and are motivated by driving meaningful outcomes will be well positioned for success.

· A high-performing, sales-driven culture that values accountability, collaboration, and continuous skill development.

· Work hands-on with cutting-edge technologies and contribute to innovative solutions that address the industry’s most critical security challenges.

For positions in this location, we offer a base pay of $139,400 - $230,000, 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.

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

Equal Opportunity Employer

ServiceNow 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 [email protected] 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), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow 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.