Director of Sales - Southeast

Job Description

Southeast United States (FL, GA, AL, MS, TN, NC, SC)

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Remote

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Full-Time

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10+ Years

About Splan \n

Splan is a leading provider of AI-powered Physical Identity & Access Management (PIAM), Visitor Management, and Workforce Identity solutions. Trusted by organizations across 60+ countries, Splan helps enterprises secure people, facilities, and operations through intelligent identity automation.

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Splan brings identity governance, automation, security, and lifecycle management into the physical world, helping organizations manage employees, contractors, visitors, and other identities across enterprise identity systems and physical access environments.

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Role Overview \n

We are looking for an experienced Director of Sales – Southeast to drive the growth of Splan’s PIAM, Visitor Management, and Workforce Identity solutions across an assigned U.S. territory.

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This is an enterprise software sales role requiring the ability to sell across both physical security and enterprise identity environments.

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The ideal candidate can engage Physical Security, IAM/IGA, Cybersecurity, IT, HR, Facilities, CSO/CISO, and executive stakeholders; identify complex identity and access challenges; build measurable business cases; and lead strategic enterprise opportunities from initial discovery through technical validation, negotiation, close, and expansion.

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The successful candidate will be responsible for selling both PIAM and Visitor Management, while positioning Splan as a strategic platform connecting digital identity, physical access, workforce identity, and visitor workflows.

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This is a remote role within the assigned territory, with travel based on customer requirements, industry events, partner engagements, and other business needs.

Key Responsibilities \n

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• Own PIAM, Visitor Management, and Workforce Identity revenue and pipeline development across the assigned territory.
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• Develop and close strategic enterprise opportunities involving PIAM, IAM/IGA modernization, identity lifecycle automation, physical access provisioning, access governance, Visitor Management, and workforce identity.
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• Own the complete enterprise sales cycle, from strategic prospecting and discovery through business case development, technical validation, negotiation, close, and expansion.
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• Engage enterprise stakeholders across Physical Security, CSO/CISO organizations, IAM/IGA, Cybersecurity, CIO/IT, HR, Facilities, and Workplace teams.
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• Identify gaps between enterprise identity governance, physical access management, Visitor Management, and workforce identity processes.
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• Help customers modernize manual badging, Joiner-Mover-Leaver workflows, access provisioning, contractor identity, visitor registration, credentials, approvals, and physical identity lifecycle processes.
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• Position Splan as the orchestration layer between authoritative identity sources, IAM/IGA platforms, physical access control systems, and Visitor Management workflows.
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• Develop compelling business cases around risk reduction, security, governance, compliance, operational efficiency, and identity lifecycle automation.
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• Position Visitor Management as an integral component of the customer’s broader physical security and enterprise identity strategy.
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• Build strategic account plans for large enterprise customers and high-value target accounts.
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• Generate qualified pipeline through direct enterprise engagement, technology alliances, security and identity consultants, and system integrator partners.
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• Develop strong relationships with IAM/IGA partners, physical security integrators, consultants, and access control technology providers.
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• Collaborate closely with Solution Engineering on enterprise architectures, integrations, demonstrations, proof-of-concepts, and technical evaluations.
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• Lead executive presentations, discovery workshops, business-value discussions, and strategic account reviews.
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• Maintain disciplined opportunity qualification, pipeline management, CRM updates, and forecasting.
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• Represent Splan at industry conferences, partner events, webinars, executive meetings, and customer engagements.
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Required Qualifications \n

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• 10+ years of successful enterprise software sales experience within Identity, PIAM, IAM/IGA, Cybersecurity, Physical Security, Visitor Management, or related enterprise technology markets.
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• Demonstrated experience selling enterprise identity, PIAM, IAM/IGA, identity governance, access management, cybersecurity, or similarly complex enterprise software platforms.
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• Proven ability to sell complex solutions involving multiple stakeholders and lengthy enterprise sales cycles.
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• Demonstrated success developing and closing business with large enterprise organizations.
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• Strong consultative discovery, business-value selling, account planning, negotiation, and executive presentation skills.
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• Ability to translate complex technical capabilities into measurable business, security, governance, compliance, and operational outcomes.
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• Experience creating and managing strategic enterprise accounts and developing new business within assigned territories.
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• Experience working with system integrators, consultants, channel partners, and/or technology alliances.
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• Strong understanding of enterprise sales methodologies, pipeline management, opportunity qualification, and forecasting.
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• Ability to independently develop new opportunities while collaborating effectively across Sales, Solution Engineering, Product, Marketing, Engineering, and Customer Success.
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• Willingness to travel throughout the assigned territory.
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Preferred Experience \n

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• Direct experience with PIAM, IAM, IGA, identity governance, identity lifecycle management, access governance, or Visitor Management.
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• Knowledge of enterprise identity platforms such as SailPoint, Saviynt, Microsoft Entra ID, Okta, or similar technologies.
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• Experience with physical security ecosystems such as LenelS2, Honeywell, Genetec, HID, Gallagher, Avigilon, Software House, or similar platforms.
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• Understanding of HRIS/IAM/IGA-to-PACS architectures and the role of authoritative identity sources.
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• Familiarity with Joiner-Mover-Leaver processes, access provisioning, access reviews, credential management, mobile/wallet credentials, contractor identity, Visitor Management, or workflow automation.
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• Existing relationships with enterprise security executives, IAM/IGA teams, physical security organizations, system integrators, consultants, or identity technology partners.
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• Experience selling into complex industries such as financial services, healthcare, energy, manufacturing, technology, critical infrastructure, or large global enterprises.
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What Success Looks Like \n

Success in this role is not simply selling PIAM or Visitor Management software.

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It is helping enterprise customers modernize how identities are governed and secured across the physical world, from employees and contractors to visitors and other people accessing their facilities.

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You will help organizations connect enterprise identity governance with physical access, automate manual identity and access processes, reduce security and compliance risk, and create a more unified approach to managing physical identities.