Enterprise Account Executive

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. 

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 driving the expansion of 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 the executive and technical levels, managing complex sales cycles, and bringing the full Ping Identity platform story to new enterprise customers. This role requires an entrepreneurial spirit, exceptional strategic planning skills, and a commitment to landing and expanding high-value, net-new enterprise logos.

Primary Outcomes and Key Performance Indicators (KPIs)

The 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.

1. "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).
2. 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 extensive partner ecosystem.
3. "Expand" Initial Deployments: Successfully identify and close expansion opportunities (additional products/services, new use cases) within the first 12-18 months of account acquisition.
4. Platform & Universal Services Strategy: Effectively position both the full breadth of the Ping Platform and strategic integrations, such as adding Ping Identity’s Universal Services on top of existing customer-developed or third-party Identity Providers (IdPs) like Microsoft Entra.

KPIs will include: Achievement of quarterly and annual new logo sales quota, net-new ARR closed, pipeline health and coverage ratio, and execution of strategic territory and account plans.

Key Responsibilities

Strategic Planning and Execution

• Territory Planning: Develop, maintain, and execute a comprehensive Territory Plan that identifies key target accounts, market white space, and strategic entry points for new logo acquisition.
• Detailed Account Planning: Build detailed Account Plans for top-tier prospects to understand their key business challenges, technical roadmaps, and pain points, ensuring Ping Identity's alignment as the strategic solution.
• Partner Alignment: Strategically align with key Go-to-Market (GTM) Partners (SIs, resellers, technology partners) to drive new opportunities, increase sales effectiveness, and maximize coverage within the territory.

Cross-Functional GTM Leadership

• POD Leadership: Effectively lead and coordinate your cross-functional GTM POD, which includes Sales Engineers (SEs), Sales Development Representatives (SDRs), Field Marketing, Channels and Alliances, Professional Services, and Customer Success.