Enterprise Account Executive

OverviewAbout 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. Our intelligent, cloud identity platform lets people shop, work, bank, and interact wherever and however they want. We champion every identity and celebrate individuality as a core value. Ping Identity is headquartered in Denver, Colorado with offices and employees around the globe, serving large enterprises worldwide.Ping Identity is seeking an aggressively goal-oriented and strategically-minded Enterprise Account Executive, Greenfield to join our Enterprise Greenfield team. This role is pivotal in expanding Ping Identity’s market share by identifying, qualifying, and closing new business opportunities within untouched enterprise accounts. This position reports directly to the Director of Enterprise Greenfield.The successful candidate will be a true hunter, responsible for cultivating relationships at executive and technical levels, managing complex sales cycles, and presenting the Ping Identity platform to new enterprise customers. This role requires an entrepreneurial spirit, strong strategic planning skills, and a commitment to landing and expanding high-value, net-new enterprise logos.Primary Outcomes and KPIsThe primary objective is to acquire net-new enterprise customers by positioning the Ping Identity Platform as the foundational solution for their most critical Identity and Access Management (IAM) initiatives."Land" New Logos: Consistently meet or exceed quarterly and annual sales quotas for New Logo Annual Recurring Revenue (ARR) by landing accounts that fit Ping’s Ideal Customer Profile (ICP).Drive Fast Time to First Value (TTFV): Ensure a successful, high-velocity initial implementation with a strong focus on Fast Time to First Value, coordinating closely with Professional Services, Customer Success and Ping’s partner ecosystem."Expand" Initial Deployments: Identify and close expansion opportunities within the first 12-18 months of account acquisition.Platform & Universal Services Strategy: Position the full Ping Platform and strategic integrations, such as adding Ping Identity’s Universal Services on top of existing IdPs like Microsoft Entra.KPIs will include: Achievement of quarterly and annual new logo sales quota, net-new ARR closed, pipeline health and coverage, and execution of strategic territory and account plans.Key ResponsibilitiesStrategic Planning and ExecutionTerritory Planning: Develop, maintain, and execute a comprehensive Territory Plan that identifies key target accounts, market white space, and entry points for new logo acquisition.Detailed Account Planning: Build detailed Account Plans for top-tier prospects to understand their challenges, roadmaps, and pain points, ensuring Ping Identity’s alignment as the strategic solution.Partner Alignment: Align with key Go-to-Market (GTM) Partners (SIs, resellers, technology partners) to drive new opportunities and maximize coverage within the territory.Cross-Functional GTM LeadershipPOD Leadership: Lead and coordinate your cross-functional GTM POD, including Sales Engineers (SEs), SDRs, Field Marketing, Channels and Alliances, Professional Services, and Customer Success.Sales Cycle Management: Drive the entire sales process from qualification and discovery through evaluation, business case development, negotiation, and closure.Forecasting and Administration: Maintain CRM hygiene with accurate and timely sales forecasts and pipeline updates.Post-Sale Customer SuccessImplementation Coordination: Coordinate with Professional Services and Customer Success to define and execute a successful implementation plan for the initial project, ensuring a positive customer experience and setting the stage for expansion.Expansion Identification: Identify and develop opportunities to expand the initial land deal with additional products, services, or new use cases post-deployment (e.g., Workforce to CIAM).Required Qualifications and SkillsSales Success: 5+ years of technology or cyber sales success in an Enterprise Sales role with a focus on new logo acquisition and a history of quota over-achievement.Passion for Prospecting: A genuine passion for prospecting and networking to aggressively create and qualify opportunities within Ping’s ICP.Team Leadership: Experience leading cross-functional GTM teams (including SEs, SDRs, and Marketing) to execute a unified sales strategy.Partner Expertise: Ability to build successful partner relationships to drive new opportunities and increase sales effectiveness.Domain Knowledge: Foundational knowledge of IAM, cybersecurity, and the cloud technology landscape.Base Hiring Range: $100,000 - $120,000In accordance with Colorado’s Equal Pay for Equal Work Act (SB 19-085) the approximate compensation range for this role in Colorado is listed above. Final compensation will be determined by factors such as knowledge, skills, and abilities.Life at PingWe believe in a flexible, collaborative work environment. We’re growing quickly but stay true to startup values. We hire talented, smart, fun, and genuinely nice people to succeed with daily.What makes Ping special:A culture that empowers you to do your best work.Employee Resource Groups that foster belonging.Regular company and team bonding events.Competitive benefits and perks.Global volunteering and community initiatives.Our BenefitsGenerous PTO & Holiday ScheduleParental LeaveProgressive Healthcare OptionsRetirement ProgramsEducation Reimbursement commuter offset (specific locations)Ping is the collective sum of all our experiences, backgrounds and influences. We are committed to building an inclusive and diverse environment where everyone is respected and has an identity. 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 law. #J-18808-Ljbffr