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VP, Sales, Emerging Markets (Acquisition, Canada, Latin America)

USA - Remote - Denver, CO

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. 

 

Role Purpose Statement:

As the Vice President, Sales, New Logo Acquisition & International (Americas) at Ping Identity, you will be the driving force behind our new business growth across key markets in the Americas. Reporting to the SVP, Americas, this strategic leadership role is focused on spearheading our expansion efforts by directly leading a team of 7 US-based new logo acquisition representatives, and providing oversight and guidance to our country and regional managers in Canada and Latin America. You will take ownership of the revenue targets for these regions and collaborate closely with cross-functional teams to execute company objectives. Your primary focus will be to drive sales performance, predictability, and scalability across your entire organization through expert planning, reporting, and pipeline management.

Responsibilities:

Business Management

  • Be the new business growth engine for Ping Identity by delivering on revenue targets within the US New Logo, Canadian, and Latin American regions.
  • Provide visionary leadership to your direct and indirect sales teams, fostering a high-performance culture that drives results and exceeds targets.
  • Develop and implement the Go-To-Market strategy for US New Logo Acquisition, Canada, and Latin America, aligning sales objectives with overall business goals and market dynamics.
  • Drive revenue growth by identifying new business opportunities, penetrating new markets, and optimizing sales processes for new customer acquisition.
  • Work closely with cross-functional teams including Marketing, Renewals, Customer Success, and Product Management to develop integrated strategies that maximize customer value and drive long-term growth.
  • Create, implement, measure, and review an operational plan that drives achievement of business goals.
  • Stay abreast of industry trends, competitive landscapes, and customer needs in your assigned regions to inform strategic decision-making and market positioning.
  • Cultivate strong relationships with key customers, partners, and industry influencers to enhance Ping Identity's brand presence and market leadership.

Data-Driven Leadership

  • In partnership with sales operations, maniacally review and analyze forecasting, sales stage, and pipeline data to drive business insights and continuous improvement.
  • Accurately forecast and achieve business targets.
  • Plan and control the expenses for the function - consistently looking for efficiencies.
  • Be an expert with our systems and procedures and ensure effective use of and conformance to standard business practices and tools (i.e. SFDC – SalesForce.com, ClosePlan, Anaplan).
  • Continuously optimize for high performance, efficiencies, and scale.
  • Establish and track key performance metrics to evaluate sales effectiveness and drive continuous improvement initiatives.

People Leadership

  • Build and lead a high-performance organization of sales leaders and direct-reporting sellers.
  • Provide leadership and ensure the development of all revenue & pipeline related resources across your teams.
  • Own people-related decisions within the organization – hiring, promotions, merit increases, rewards and recognition, training initiatives, etc.
  • Coach/mentor individuals and the team, and identify and execute opportunities for sales force development and enablement.

Required Skills & Qualifications

  • 15+ years of senior sales management experience in sales strategy, planning, and execution.
  • Proven experience in both first-line (leading individual contributors) and second-line (leading managers) leadership roles.
  • Demonstrated success in building and scaling a new logo acquisition business and a track record of hiring elite acquisition-focused sales talent.
  • Deep understanding of the Canadian and Latin American markets, including experience developing successful channel and direct growth strategies.
  • BS in Business Administration required; MBA degree preferred.
  • Expertise in Enterprise Software, SaaS, and strategic account management; cybersecurity/identity industry experience preferred.
  • Strong strategic thinking and business acumen, with the ability to translate market insights into actionable plans.
  • Results-oriented with multiple years of meeting or exceeding quota.
  • Outstanding presentation and client-facing skills with the ability to engage at the C-level.
  • Experience leading and driving exceptional team performance in a US-based, global matrixed organization.
  • Excellent communication and collaboration skills, with the ability to build strong relationships across all levels of the organization.
  • Has established multi-vertical C-level contacts in large Enterprise customers – previous executive engagement and network is essential to the success of this role.
  • High sense of urgency and a drive for continuous improvement.

Base Hiring Range: $178,000 - $225,000

In 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 for this role will be determined by various factors, such as knowledge, skills, and abilities.

 

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.

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