Cyber Account Executive (California)

Role Overview

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.

To be successful in this role you have

• 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.

Pay and benefits

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.

Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

Additional Information: Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.