[Hiring] Cyber Account Executive @ServiceNow

Role Description

As the lead Cyber Security & Risk Account Executive, you will own the overall cyber sales strategy, executive relationships, and domain revenue across your assigned enterprise accounts. You will drive net-new SaaS license revenue by expanding ServiceNow's Security, Identity, and Risk solution offerings through strategic account planning, territory execution, prospect research, and high-impact field sales activity within target accounts and verticals.

What you get to do in this role:

• Own the cybersecurity strategy and portfolio opportunity for your accounts, identifying and pursuing expansion across Security, Identity, and Risk solution offerings.
• Develop trusted relationships with senior executives, including CISOs, CIOs, CFOs, COOs, and CDOs, positioning ServiceNow as a strategic partner in reducing cyber risk and strengthening resilience.
• Partner in lockstep with Core Account Executives to seamlessly integrate cybersecurity, SecOps, and risk workflows into broader enterprise platform strategies and account plans.
• Orchestrate a broad virtual account team (Solutions Consultants, Security Specialists, Customer Success resources, Partners, Marketing, etc.) with a unified cyber account strategy.
• Map client relationships and buying groups across security, IT, and business stakeholders.
• Be a trusted advisor by understanding the customer's threat landscape, compliance obligations, and IT roadmap, and advising on how ServiceNow can reduce risk and improve security posture.
• Identify and engage the right specialist and support resources at the right time in the deal cycle.
• Serve as the executive point of accountability for cyber pipeline, forecasting, and account health.

Qualifications

• 7+ years of quota-carrying enterprise SaaS sales experience, with a focus on Security, Risk, or IT Operations solutions.
• Proven track record of consistent quota overachievement ($250k+ ACV / $1M+ TCV enterprise deals).
• Demonstrated experience articulating the value of AI-driven security automation and workflow insights (e.g., leveraging AI for threat remediation and risk management) to CISO and executive buyers.
• Strong alignment with enterprise sales methodologies (e.g., MEDDPICC, Value Selling, Challenger).
• Deep understanding of enterprise security architectures, CISO priorities, and compliance frameworks.
• Excellent communication, negotiation, and cross-functional leadership skills.

Requirements

• For positions in this location, we offer a base pay of $114,400 - $188,750, 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.

Benefits

• Health plans, including flexible spending accounts.
• 401(k) Plan with company match.
• Employee Stock Purchase Plan (ESPP).
• Matching donations.
• Flexible time away plan.
• Family leave programs.