Director - Sales

The Role:

Reporting to the VP, Enterprise Sales, this is a strategic sales director role which will help accelerate our growth at this crucial stage in our company’s development. This role will have full responsibility for our enterprise sales segment within the western Americas region. The Director, Sales will be tasked with influencing and developing an energized, competitive and high impact sales team that is characterized by its ability to create differentiated value for our customer base.

The person will be a role model to drive the team in building extraordinary customer relationships and experiences, leveraging strong teamwork and cross functional collaboration across all Ping Identity functions. They will also have a depth of understanding working alongside a well established partner community across the Western US and Canada.

In order to acquire, develop and retain customer relationships and create a winning Ping Identity business, the Director, Sales will be able to create and maintain a high-performance culture, basing themselves on facts and data, transparency, accountability, and agility. The ideal candidate’s mindset should be customer-focused, people-oriented, open, passionate, and authentic.

Responsibilities include:

Sales Strategy and Planning

• Develop and execute regional sales plans focused on new customer acquisition, new ARR, customer retention and expansion.  

• Analyze sales data including pipeline creation, win rates, market trends, customer needs, and competitor activities to modify and adjust strategies accordingly.

• Collaborate with cross-functional teams including, marketing, sales development, channel, customer success, renewals, sales engineering, business value and enablement, professional services and product teams to align sales efforts with Ping’s overall business objectives.

Team Management and Leadership

• Recruit, train, coach, and mentor a high-performing sales team, fostering a culture of excellence and accountability.

• Evaluate and monitor performance metrics, and provide guidance to ensure targets are met or exceeded.

• Conduct regular team meetings, sales training sessions, and performance reviews to drive continuous improvement.

Customer / Partner Relationship Management

• Build and maintain strong relationships with key accounts and decision-makers within the region.

• Understand customer needs, challenges, and buying processes to tailor solutions and value propositions effectively.

• Oversee the end to end sales process from lead generation to contract negotiation and closing, ensuring a seamless customer experience.

• Work closely with key partners to drive pipeline creation, improve sales execution, drive successful deployments with realized business value.

Forecasting and Reporting

• Develop accurate sales forecasts and provide regular reports on sales activities, pipeline, and revenue performance to senior management.

• Analyze sales data and metrics to identify areas for improvement and implement corrective actions as needed.

• Collaborate with finance and sales operations teams to ensure accurate revenue recognition and efficient order fulfillment.

Requirements and Skills

• Proven track record of success in sales / sales leadership roles, consistently meeting or exceeding revenue targets.

• Extensive experience in the B2B SaaS or cybersecurity industry, with a deep understanding of sales processes (MEDDPPICC) and customer needs.

• Strong leadership, coaching, and team management skills to motivate and develop a high-performing sales team.

• Excellent communication, negotiation, and presentation abilities to effectively convey value propositions and close deals.

• Experience selling through global / regional systems integrators and resellers

• Analytical and strategic thinking skills to identify market opportunities, develop sales strategies, and make data-driven decisions.

• Bachelor's degree in business, marketing, or a related field preferred