Senior Manager, Deal Operations

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 Diversity, 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. 

The Role: 

The Senior Manager, Deal Operations is responsible for leading the deal operations function to support the sales organisation in structuring, pricing, and executing complex deals. This role will focus on driving revenue growth, optimising deal profitability, and ensuring compliance with internal policies and procedures.

Responsibilities:

• Lead and manage a team of deal operation analysts, providing guidance, coaching, and performance management.
• Develop and implement deal operations processes, tools, and governance to streamline deal review, approval, and execution.
• Collaborate closely with sales, finance, legal, and other cross-functional teams to assess and structure complex deals.
• Review and analyze customer requirements, contracts, and pricing models to develop optimal deal structures and pricing strategies.
• Assess deal financials, including revenue recognition, margin analysis, and discounting, to maximise deal profitability.
• Conduct risk assessments and ensure compliance with internal policies, legal requirements, and revenue recognition standards.
• Provide guidance and support to the sales team in deal negotiations, including terms and conditions, pricing, and commercial models.
• Manage the deal review and approval process, coordinating with stakeholders to ensure timely and accurate deal documentation.
• Develop and maintain deal operations metrics and reporting to monitor deal pipeline, performance, and effectiveness.
• Continuously improve deal operations processes and tools to enhance efficiency, scalability, and customer experience.
• Stay updated with industry trends, competitive landscape, and pricing strategies to drive pricing and deal optimisation.

Required Skills & Qualifications:

• 8+ years of experience in Deal Operations/Deal Desk and/or Contract Negotiations.
   
• 4+ years of leadership experience
• Demonstrated experience leading and managing a deal operations or contract negotiations team.
• Strong understanding of SFDC CPQ, deal structuring, pricing strategies, and financial analysis.
• Excellent business acumen and ability to balance commercial and financial objectives.
• Deep knowledge of revenue recognition principles, legal requirements, and compliance considerations.
• Strong negotiation skills and ability to influence stakeholders to achieve optimal outcomes.
• Detail-oriented with strong analytical and problem-solving skills.
• Excellent communication and interpersonal skills to collaborate effectively across teams and levels.
• Ability to work in a fast-paced, deadline-driven environment and manage multiple priorities during high-pressure situations including some nights and weekends.

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.