Mid-Market 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. 

Reporting to the Mid-Market Sales Manager, the Mid-Market Account Executive is an office-based position with ownership of an assigned territory focused on net new logo and upsell opportunities. You will work with key Ping channel partners to qualify and close new business that will be sold through these partners.  You will have the opportunity to build a scalable go to market motion in a multi-state territory and have the ability to utilize a robust internal resource model, a broad tech stack, and a global partner directory to position yourself for future success. 

You will: 

• Create, implement, measure and review a personal plan that drives achievement of performance goals aligned to the regional sales strategy. 
• Conduct discovery calls to understand customer pain points and business needs.
• Position and articulate our value proposition to customers to maximize the business opportunity. 
• Build relationships with key Ping channel partners to source and close new opportunities
• Work with Ping and Channel Sales Engineers to deliver compelling solution demos and presentations tailored to customer use cases.

 

• Work closely with the sales development team to build and qualify pipeline
• Partner with Ping Channel Account Managers to improve the effectiveness of our “Channel First” go to market strategy.
• Build a highly scalable and repeatable business in your assigned multi-state territory 
• Maintain accurate records in the CRM (Salesforce) and forecast sales performance. 
• Prepare solution bundled subscription pricing and customer proposals, including partner delivered professional services modules.
• Grow customer ARR through well orchestrated land/expand selling with channel partners
• Stay informed about industry trends and competitors to refine sales strategies.

You have: 

• 2+ years quota-carrying experience selling enterprise SaaS solutions. 
• Track record of meeting or exceeding quota 
• Strong consultative selling skills with the ability to navigate complex sales cycles.
• Experience working with CRM tools (Salesforce, Chorus, ZoomInfo, etc.)
• Ability to thrive in a fast-paced, high-growth environment.
• Self-starter with a results-driven mindset and strong negotiation skills.
• Familiarity with MEDDPPICC, Challenger, or other sales methodologies.
• Background working with regional/national/global partners and system integrators.
• Prior training and experience in value selling and account planning methodologies. 

Base Hiring Range: $70,000 - $90,000

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.
• Competi