Cyber Account Executive

Quick Facts

• Role: Cyber Account Executive (cybersecurity & risk account leadership)

• Focus: Net-new SaaS license revenue across Security, Identity, and Risk solutions for enterprise accounts

Description

Own the cyber security and risk sales strategy for assigned enterprise accounts and drive expansion of Security, Identity, and Risk offerings. Build trusted relationships with senior executives (CISOs, CIOs, CFOs, COOs, and CDOs), orchestrate a virtual account team, and act as the executive point of accountability for cyber pipeline, forecasting, and account health. Advise customers based on their threat landscape, compliance obligations, and IT roadmap to reduce cyber risk and strengthen resilience.

Responsibilities

• Lead account cyber security strategy and pursue portfolio expansion across Security, Identity, and Risk solutions
• Develop and manage executive relationships with C-suite security and technology stakeholders
• Partner with Core Account Executives to integrate cyber, SecOps, and risk workflows into broader enterprise platform strategies
• Coordinate virtual account resources (Solutions Consultants, Security Specialists, Customer Success, Partners, Marketing) under a unified cyber account strategy
• Map customer relationships and buying groups across security, IT, and business stakeholders
• Serve as trusted advisor on threat landscape, compliance obligations, and IT roadmap; recommend how ServiceNow reduces risk and improves security posture
• Identify and engage the right specialist/support resources at the right time in the deal cycle
• Own accountability for cyber pipeline, forecasting, and account health

Requirements

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