Director, Identity Solutions (West)

Splan Inc.; Northern (KY); Hybrid; USD 150,000 - 210,000; Full time

Job summary

Splan is seeking a Director of Identity, West to drive PIAM sales across the Western United States in a remote capacity. This leadership role requires engaging with enterprise customers, executives, and partners to expand PIAM and IAM governance adoption.

You will own the full sales lifecycle, build business cases, and collaborate with security, IT, HR, and facilities teams to deliver measurable identity governance outcomes. Travel within territory is required.

Qualifications

• 7+ years of enterprise SaaS, Identity, Cybersecurity, or Physical Security sales experience.
• Experience selling into large enterprise organizations.
• Strong consultative discovery, business-value selling, and executive presentation skills.
• Ability to translate technical capabilities into measurable business and security outcomes.
• Experience developing and managing strategic enterprise accounts.
• Experience working with channel partners, system integrators, consultants, or technology alliances.
• Ability to operate independently while collaborating across Sales, Product, Marketing, Engineering, and Customer Success.
• Willingness to travel throughout the assigned territory.

Responsibilities

• Own PIAM revenue and pipeline development across the Western U.S.
• Develop new enterprise opportunities focused on PIAM and Identity Governance.
• Lead full enterprise sales cycle from discovery to close.
• Engage enterprise stakeholders across security, IT, HR, and facilities.
• Identify gaps between enterprise identity governance and physical access management.
• Help customers modernize badging and access provisioning processes.
• Position Splan as the integration layer between identity sources, IGA, and PACS.
• Develop business cases around efficiency, risk, governance, and lifecycle automation.
• Build strategic account plans for large enterprises and target accounts.
• Generate qualified pipeline through direct and partner channels.
• Collaborate with partners and Solution Engineering on architectures and demos.
• Lead executive workshops and strategic reviews.
• Maintain CRM qualification, pipeline, and forecasting.
• Represent Splan at conferences, events, and customer meetings.

Skills

Enterprise SaaS sales

Identity & access management

Consultative selling

Executive presentations

Channel partnerships

Sales cycle management

Cross-functional collaboration

Travel readiness

Job description

Western United States Remote Full-Time 7+ Years

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.

Role Overview

We are looking for an experienced Director of Identity, West to lead the growth of Splan's Physical Identity & Access Management (PIAM) business across the Western United States. This is a remote role within the territory that will have travel based on events, partner or end-user requirements.

This is specifically an enterprise PIAM sales role not a Visitor Management sales position.

The Director of Identity will work with large and complex organizations to modernize how employee, contractor, and other workforce identities are governed and orchestrated across enterprise identity platforms and physical access control systems.

This role requires more than traditional physical security selling. The ideal candidate can engage Physical Security, IAM/IGA, cybersecurity, IT, HR, and executive stakeholders; uncover complex identity and governance challenges; build a measurable business case; and lead strategic opportunities from initial discovery through deployment and expansion.

Responsibilities

• Own PIAM revenue and pipeline development across the Western U.S.
• Develop new enterprise opportunities focused specifically on Physical Identity & Access Management and Identity Governance
• Own the complete enterprise sales cycle from strategic prospecting and discovery through business case, technical validation, negotiation, and close
• Engage Physical Security, CSO/CISO, IAM/IGA, CIO, IT, HR, Facilities, and other enterprise stakeholders
• Identify gaps between enterprise identity governance and physical access management
• Help customers modernize manual badging, access provisioning, contractor identity, credential, approval, and physical identity lifecycle processes
• Position Splan as the orchestration layer between authoritative enterprise identity sources, IGA platforms, and physical access control systems
• Develop business cases around operational efficiency, risk reduction, governance, compliance, and identity lifecycle automation
• Build strategic account plans for large enterprise customers and target accounts
• Generate qualified pipeline through direct enterprise engagement, technology alliances, consultants, and system integrator partners
• Build relationships with IAM/IGA partners, physical security integrators, consultants, and access control technology providers
• Collaborate with Solution Engineering on complex architectures, integrations, demonstrations, and technical evaluations
• Lead executive presentations, discovery workshops, business-value discussions, and strategic account reviews
• Maintain accurate opportunity qualification, pipeline management, and forecasting in CRM
• Represent Splan at industry conferences, partner events, webinars, and executive customer meetings

Requirements

• 7+ years of enterprise SaaS, Identity, Cybersecurity, or Physical Security sales experience
• Demonstrated success selling complex enterprise software with multi-stakeholder sales cycles
• Experience selling into large enterprise organizations
• Strong consultative discovery, business-value selling, and executive presentation skills
• Ability to translate technical capabilities into measurable business and security outcomes
• Experience developing and managing strategic enterprise accounts
• Experience working with channel partners, system integrators, consultants, or technology alliances
• Strong understanding of enterprise sales methodologies and opportunity qualification
• Ability to operate independently while collaborating across Sales, Product, Marketing, Engineering, and Customer Success
• Willingness to travel throughout the assigned territory

Preferred

• Direct experience with PIAM, IAM, IGA, identity governance, or identity lifecycle management
• Understanding of platforms such as SailPoint, Saviynt, Microsoft Entra ID, Okta, or similar enterprise identity ecosystems
• Preferred experience with Genetec, LenelS2, HID, Gallagher, Avigilon, Software House, or similar physical security ecosystems
• Understanding of HRIS/IAM/IGA-to-PACS architectures and the role of authoritative identity sources
• Experience selling workflow automation, access governance, credential management, mobile/wallet credentials, or contractor identity solutions
• Existing relationships with enterprise security leaders, IAM teams, system integrators, security consultants, or identity technology partners
• Experience within complex verticals such as financial services, healthcare, energy, manufacturing, technology, critical infrastructure, or large global enterprises

What Success Looks Like

The Director of Identity, West will help establish Splan as a strategic enterprise Identity partner - not simply another physical security application.

Success will be measured by:

• PIAM ARR and enterprise bookings
• New strategic PIAM customers
• Partner-sourced and partner-influenced PIAM opportunities

The objective is not simply to sell PIAM software. It is to help enterprises bring the governance, automation, and lifecycle principles already established in digital identity into the physical world.