Director of Sales - West

About Splan 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. 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. Role Overview We are looking for an experienced Director of Sales – West to drive the growth of Splan’s PIAM, Visitor Management, and Workforce Identity solutions across an assigned U.S. territory. This is an enterprise software sales role requiring the ability to sell across both physical security and enterprise identity environments. 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. 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. 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 Own PIAM, Visitor Management, and Workforce Identity revenue and pipeline development across the assigned territory. Develop and close strategic enterprise opportunities involving PIAM, IAM/IGA modernization, identity lifecycle automation, physical access provisioning, access governance, Visitor Management, and workforce identity. Own the complete enterprise sales cycle, from strategic prospecting and discovery through business case development, technical validation, negotiation, close, and expansion. Engage enterprise stakeholders across Physical Security, CSO/CISO organizations, IAM/IGA, Cybersecurity, CIO/IT, HR, Facilities, and Workplace teams. Identify gaps between enterprise identity governance, physical access management, Visitor Management, and workforce identity processes. Help customers modernize manual badging, Joiner-Mover-Leaver workflows, access provisioning, contractor identity, visitor registration, credentials, approvals, and physical identity lifecycle processes. Position Splan as the orchestration layer between authoritative identity sources, IAM/IGA platforms, physical access control systems, and Visitor Management workflows. Develop compelling business cases around risk reduction, security, governance, compliance, operational efficiency, and identity lifecycle automation. Position Visitor Management as an integral component of the customer’s broader physical security and enterprise identity strategy. Build strategic account plans for large enterprise customers and high-value target accounts. Generate qualified pipeline through direct enterprise engagement, technology alliances, security and identity consultants, and system integrator partners. Develop strong relationships with IAM/IGA partners, physical security integrators, consultants, and access control technology providers. Collaborate closely with Solution Engineering on enterprise architectures, integrations, demonstrations, proof-of-concepts, and technical evaluations. Lead executive presentations, discovery workshops, business-value discussions, and strategic account reviews. Maintain disciplined opportunity qualification, pipeline management, CRM updates, and forecasting. Represent Splan at industry conferences, partner events, webinars, executive meetings, and customer engagements. Required Qualifications 10+ years of successful enterprise software sales experience within Identity, PIAM, IAM/IGA, Cybersecurity, Physical Security, Visitor Management, or related enterprise technology markets. Demonstrated experience selling enterprise identity, PIAM, IAM/IGA, identity governance, access management, cybersecurity, or similarly complex enterprise software platforms. Proven ability to sell complex solutions involving multiple stakeholders and lengthy enterprise sales cycles. Demonstrated success developing and closing business with large enterprise organizations. Strong consultative discovery, business-value selling, account planning, negotiation, and executive presentation skills. Ability to translate complex technical capabilities into measurable business, security, governance, compliance, and operational outcomes. Experience creating and managing strategic enterprise accounts and developing new business within assigned territories. Experience working with system integrators, consultants, channel partners, and/or technology alliances. Strong understanding of enterprise sales methodologies, pipeline management, opportunity qualification, and forecasting. Ability to independently develop new opportunities while collaborating effectively across Sales, Solution Engineering, Product, Marketing, Engineering, and Customer Success. Willingness to travel throughout the assigned territory. Preferred Experience Direct experience with PIAM, IAM, IGA, identity governance, identity lifecycle management, access governance, or Visitor Management. Knowledge of enterprise identity platforms such as SailPoint, Saviynt, Microsoft Entra ID, Okta, or similar technologies. Experience with physical security ecosystems such as LenelS2, Honeywell, Genetec, HID, Gallagher, Avigilon, Software House, or similar platforms. Understanding of HRIS/IAM/IGA-to-PACS architectures and the role of authoritative identity sources. Familiarity with Joiner-Mover-Leaver processes, access provisioning, access reviews, credential management, mobile/wallet credentials, contractor identity, Visitor Management, or workflow automation. Existing relationships with enterprise security executives, IAM/IGA teams, physical security organizations, system integrators, consultants, or identity technology partners. Experience selling into complex industries such as financial services, healthcare, energy, manufacturing, technology, critical infrastructure, or large global enterprises. What Success Looks Like Success in this role is not simply selling PIAM or Visitor Management software. 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. 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. #J-18808-Ljbffr