Strategic Account Executive

About Ping Identity

We believe in making digital experiences both secure and seamless for all users, without compromise. 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.

Our headquarters is 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.

Strategic Account Executive Role

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.

Responsibilities

• 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.
• 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.

Requirements

• 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.

Qualifications

• Bachelor's degree or equivalent experience in a related field.
• Ability to travel for customer meetings and conferences up to 50% of the time.

Skills

• Deep understanding of Identity and Access Management (IAM) concepts and regulatory landscapes for SLED.
• Experience in selling enterprise-level solutions in the Public Sector, specifically the SLED central market.
• Strong negotiation and relationship-building skills.
• Ability to develop and execute strategic sales plans.
• Excellent communication and presentation skills.

Benefits

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.

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.