Federal Civilian Solution Sales Executive- Identity and Security

Federal Civilian 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.

Job Description

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 upwell 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.

Qualifications

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 upenergized 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 2550%).

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 $126,350 - $208,500, 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.