Director, Sales – SLED

Job not on LinkedIn

🔥 0 minutes ago

🏛️ District of Columbia, Washington – Remote

🏛️ District of Columbia – Remote ☕ Washington – Remote

💵 $136.8k - $195.5k / year

⏰ Full Time

🔴 Lead

🤑 Sales

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Ping Identity

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2002

💼 Consulting

🏥 Healthcare

📦 Logistics

💰 $35M Series F - Ping Identity on 2014-09

Consulting • Healthcare • Logistics

Ping Identity is a leading provider of identity and access management (IAM) solutions, delivering secure, scalable, and flexible identity services for enterprises and large organizations. The company offers cloud and on-premises platforms (including PingOne and Helix AI-powered capabilities) to manage authentication, access, orchestration, fraud prevention, and decentralized identity across customers, employees, and third parties. Ping Identity focuses on reducing fraud, improving user experiences, and supporting complex deployment needs for sectors like government, financial services, healthcare, retail, and media.

📋 Description

• Lead, coach, and develop a high-performing team of Strategic Account Executives • Create and execute the SLED East go-to-market strategy, including territory design, account segmentation, whitespace analysis, state-by-state priorities, and coverage plans • Build early-stage demand and new-logo pipeline before formal solicitations • Position Ping Identity’s identity-security platform against SLED priorities • Lead opportunity execution from discovery through award and expansion, including qualification, stakeholder mapping, technical validation, demonstrations, proofs of value, RFI/RFP responses, pricing, negotiation, procurement, and close plans • Maintain an accurate, evidence-based forecast • Build trusted relationships with state, local, education, procurement, finance, program, and executive stakeholders • Develop and activate national and regional partner ecosystems • Work with public-sector and education associations and partners to deepen customer relationships and expand reach into new logos • Orchestrate cross-functional pursuit teams across Sales Engineering, Solutions Specialists, Customer Success, Professional Services, Business Value, Marketing, Channel, Product, Finance, Legal, and executive sponsors • Coach the team on public-sector buying behavior, SLED budget cycles, procurement, contracting, value selling, MEDDPPICC, mutual action plans, and close-plan discipline • Represent Ping Identity at customer briefings, executive roundtables, associations, partner events, and education forums • Bring field intelligence back to Product, Marketing, Channel, and Public Sector leadership

🎯 Requirements

• 8+ years of enterprise software, SaaS, cybersecurity, or technology sales experience • 3–5 years leading quota-carrying sales teams • Consistent record of meeting or exceeding revenue targets and developing new public-sector logos in complex, multi-stakeholder sales cycles • Direct SLED experience leading a SLED sales team across multiple states and account segments • Strong relationships and market knowledge across the Eastern U.S. SLED landscape • Working knowledge of SLED and education budget cycles, procurement, contracting, cooperative purchasing, contract vehicles, reseller models, systems-integrator motions, and partner-led delivery • Success creating and progressing opportunities before an RFI/RFP, influencing requirements, building consensus, and closing new logos through customer value • Experience leading executive conversations with public-sector and education technology, security, procurement, and mission leaders • Understanding of identity security, IAM, CIAM, workforce identity, authentication, authorization, federation, identity governance, fraud and verification, Zero Trust, cloud and hybrid architectures, and subscription software models • Ability to connect identity strategy to SLED mission outcomes • Familiarity with CISA Zero Trust guidance, NIST Digital Identity Guidelines, CJIS, FERPA, state privacy requirements, and applicable cloud-security or accessibility requirements • Strong leadership, communication, presentation, negotiation, inspection, and change-management skills • Fluency with Salesforce and related sales, forecasting, account-planning, and productivity tools • Bachelor’s degree or equivalent experience is preferred; relevant certifications are a plus

🏖️ Benefits

• Flexible, collaborative work environment • Company culture that empowers employees to do their best work • Employee Resource Groups • Regular company and team bonding events • Competitive benefits and perks • Global volunteering and community initiatives • Generous PTO & Holiday Schedule • Parental Leave • Progressive Healthcare Options • Retirement Programs • Opportunity for Education Reimbursement • Commuter Offset (Specific locations) • Commission