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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 with CISOs, CIOs, CTOs and other identity executives.
A consistent track record of meeting and exceeding team quotas selling to large accounts (20,000+ employees)
Experience attracting, retaining, and developing high performing, high potential talent through assessing, selecting, onboarding, coaching, and developing
A track record of managing a growing team in different geographical locations across the Eastern US
Superior knowledge and demonstrated skills of technical sales techniques, customer interaction, customers relations
Strong forecasting and reporting capabilities
Strong organization, communication, team work, presentation, problem solving and time management skills
Experience inspiring the team to follow defined best practices
The ability to navigate and collaborate through complex opportunities
A competitive, can do, optimistic, realistic attitude, strong work ethic, humility and excellent team building communication and listening skills
The willingness and ability to travel 50% of the time
For positions in this location, we offer a base pay of $194,300 - $320,600 , 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.
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ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, 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.
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