Role overview

Qualifications

10+ years of successful, quota-exceeding, sales experience within the Public Sector, specifically the SLED central market
3+ years of direct experience selling enterprise-level solutions in the Identity and Access Management (IAM) or broader Cybersecurity domain
A proven track record of consistently closing large complex deals within government and education agencies
Bachelor's degree or equivalent experience in a related field

Responsibilities

Own and exceed annual targets for net-new revenue by penetrating a defined list of strategic, high-value SLED prospect and customer accounts
Strategically win large-scale, initial identity security deals that pave the way for broad, multi-year platform adoption and account expansion
Partner with C-level and IT executive decision-makers to consult on complex identity and access management (IAM) and cybersecurity roadmaps
Efficiently navigate and manage the full sales lifecycle, including RFI/RFP responses, complex contract negotiations, and final close

Key facts

Remote from: Colorado (USA)
Full time
Expert & Leadership (>10 years)
Account Executive
English

Hard skills

Identity And Access Management Cyber Security Customer Relationship Management Revenue Growth Institutional Sales Cybersecurity Compliance Mbaas Systems Integration

Other skills

Sales
Communication
Collaboration
Problem Solving

About the company

Ping Identity

At Ping Identity, we believe in making digital experiences both secure and seamless for all users, without compromise. That’s digital freedom. We let enterprises combine our best-in-class identity solutions with third-party services they already use to remove passwords, prevent fraud, support Zero Trust, or anything in between. This can be accomplished through a simple drag-and-drop canvas. That’s why more than half of the Fortune 100 choose Ping Identity to protect digital interactions from their users while making experiences frictionless. Headquartered in Denver, Colorado, Ping Identity also has offices across the world including Austin, Bangalore, Boston, Edinburgh, Israel, London, Melbourne, Paris, and Vancouver.

Company details

Company typeLarge

Company size1001 - 5000

Links

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Job description

About Ping Identity:

At Ping Identity, we believe in making digital experiences both secure and seamless for all users, without compromise. We call this digital freedom. And it's not just something we provide our customers. It's something that inspires our company. People don't come here to join a culture that's built on digital freedom. They come to cultivate it.

Our intelligent, cloud identity platform lets people shop, work, bank, and interact wherever and however they want. Without friction. Without fear.

While protecting digital identities is at the core of our technology, protecting individual identities is at the core of our culture. We champion every identity. One of our core values, Respect Individuality, reminds us to celebrate differences so you are empowered to bring your authentic self to work.

We're headquartered in Denver, Colorado and we have offices and employees around the globe. We serve the largest, most demanding enterprises worldwide, including more than half of the Fortune 100. At Ping Identity, we're changing the way people and businesses think about cybersecurity, digital experiences, and identity and access management.

We are seeking an experienced and results-driven strategic sales executive to join our dedicated Public Sector sales team, reporting to the Director of Sales. This critical role is focused on driving significant net-new revenue and market expansion by acquiring major State, Local, and Education (SLED) customers across a defined, strategic territory. You will leverage your deep expertise in identity and cybersecurity to position Ping Identity as a key partner in solving complex government identity and security challenges. The Strategic Account Executive is central to accelerating Ping Identity's growth through disciplined execution of a land-and-expand strategy, establishing the foundation for substantial, long-term account growth.

You Will:

Lead Strategic Revenue Growth: Own and exceed annual targets for net-new revenue by penetrating a defined list of strategic, high-value SLED prospect and customer accounts.
Drive Complex Land-and-Expand: Strategically win large-scale, initial identity security deals that pave the way for broad, multi-year platform adoption and account expansion.
Serve as a Thought Leader: Partner with C-level and IT executive decision-makers to consult on complex identity and access management (IAM) and cybersecurity roadmaps.
Develop Advanced Outbound Strategy: Create and execute proactive, data-driven engagement plans tailored to reach and influence key technology and security leaders within public sector agencies.
Manage End-to-End Sales Cycle: Efficiently navigate and manage the full sales lifecycle, including RFI/RFP responses, complex contract negotiations, and final close.
Collaborate Cross-functionally: Quarterback your team including Solutions Engineers, Customer Success Managers, and Product Experts to deliver tailored, high-value identity security solutions.

You Have:

10+ years of successful, quota-exceeding, sales experience within the Public Sector, specifically the SLED central market.
3+ years of direct experience selling enterprise-level solutions in the Identity and Access Management (IAM) or broader Cybersecurity domain.
A proven track record of consistently closing large complex deals within government and education agencies.
An established, high-level network of C-level and IT executive contacts within public sector agencies across the Western states region.
Prior experience successfully working with system integrators and channel partners in the SLED space.
Deep working knowledge of Identity and Access Management (IAM) concepts (e.g., SSO, MFA, Federation, API Security) and the regulatory landscape for SLED.
Proven mastery of value-based or solution-selling approaches that support a successful land-and-expand growth model, and MEDDPICC qualification methodology.
Bachelor's degree or equivalent experience in a related field.
Ability to travel for customer meetings and conferences up to 50% of the time.

Bonus Points If You Have:

MBA or Master’s Degree in Business or Technology.
A relevant cybersecurity certification (e.g., CISSP, CISM, or similar).

Base Hiring Range: $112,725 - $155,000

Life at Ping:

We believe in and facilitate a flexible, collaborative work environment. We’re growing quickly, but remain true to the innovative, can-do startup values that got us here. Most importantly, we keep hiring talented, smart, fun, and genuinely nice people because that’s who we want to succeed with every day.

Here are just a few of the things that make Ping special:

A company culture that empowers you to do your best work.
Employee Resource Groups that create a sense of belonging for everyone.
Regular company and team bonding events.
Competitive benefits and perks.
Global volunteering and community initiatives

Our Benefits:

Generous PTO & Holiday Schedule
Parental Leave
Progressive Healthcare Options
Retirement Programs
Opportunity for Education Reimbursement
Commuter Offset (Specific locations)

Ping is the collective sum of all our individual experiences, backgrounds and influences and we pride ourselves in growing and learning together. We are committed to building an inclusive and diverse environment where everyone’s individuality is respected and everyone has an Identity. In recruiting for new colleagues, we welcome the unique contributions you can bring and encourage you to be your best self.

We are an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.