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Salary: USD 112,500 - 150,000 / annual
Ping Identity is seeking an Enterprise Account Executive to drive net-new logo growth across a focused set of enterprise accounts in the $1B–$2B revenue segment. This is a true greenfield new-logo role for a proven enterprise seller who can build territory, create executive access, run disciplined account plans, and close complex multi-stakeholder transactions.
You will be responsible for identifying, developing, and closing new platform opportunities with organizations modernizing workforce, customer, and agent identity. You will have the credibility to engage CIOs, CTOs, CISOs, product and security architects, infrastructure leaders, and line-of-business stakeholders, while orchestrating internal and partner resources to win strategic identity platform decisions. This position reports to the Director of Enterprise Greenfield.
Key Responsibilities:
- Consistently meet or exceed quarterly and annual new logo ARR targets within a defined set of enterprise greenfield accounts.
- Build and convert a healthy pipeline through rigorous territory planning, targeted prospecting, partner co-selling, and account-based execution.
- Win platform-first opportunities by positioning Ping Identity as the strategic foundation for critical agentic security, Zero Trust, workforce, and customer identity initiatives.
- Land initial deployments that create a clear path to expansion across additional products, use cases, business units, and geographies.
- Establish trusted relationships with executive and technical stakeholders and guide customers through complex evaluation, business case, security, procurement, and contracting cycles.
- Develop and execute a comprehensive territory strategy for a named set of enterprise accounts, identifying whitespace, priority initiatives, key personas, competitive dynamics, and strategic entry points.
- Build detailed account plans for top prospects, including business priorities, technology landscape, current identity architecture, buying centers, decision process, and expansion potential.
- Generate pipeline through proactive outbound prospecting, executive networking, field engagement, and close alignment with SDRs, marketing, and channel partners.
- Own the full sales process from initial qualification through discovery, solution alignment, technical validation, business value articulation, negotiation, and close.
- Lead value-based sales conversations that connect Ping Identity capabilities to business outcomes such as risk reduction, digital transformation, faster delivery, user experience, and operational efficiency.
- Build compelling business cases and mutual action plans that align customer priorities, success criteria, timelines, and executive sponsorship.
- Navigate large, matrixed buying environments and drive consensus across security, IT, architecture, product, procurement, legal, and executive stakeholders.
- Lead a cross-functional pod that may include Sales Engineers, SDRs, Field Marketing, Channels and Alliances, Professional Services, Customer Success, and executive sponsors.
- Partner closely with global systems integrators, regional partners, resellers, and technology alliances to create pipeline, strengthen account access, and improve win rates.
- Coordinate with post-sale teams to support strong implementation outcomes and accelerate time to first value on initial deployments.
- Position the full Ping platform, including strategic integrations and overlay motions such as Universal Services with existing identity investments including Microsoft Entra and other third-party IdPs.
- Identify and develop expansion opportunities following the initial win, including additional products, broader workforce adoption, customer identity use cases, new regions, and adjacent security initiatives.
- Maintain disciplined pipeline hygiene, forecast accuracy, and CRM excellence.
- Inspect opportunities against clear qualification criteria and proactively remove deal friction.
- Use data, account intelligence, and sales methodology to continuously improve conversion, deal quality, and territory productivity.
About Ping Identity:
Ping Identity is a cloud identity platform that enables secure and seamless digital experiences. The company serves the largest, most demanding enterprises worldwide, including more than half of the Fortune 100. Headquartered in Denver, Colorado, with offices and employees around the globe, Ping Identity is changing the way people and businesses think about cybersecurity, digital experiences, and identity and access management.
Requirements:
- 7+ years of successful enterprise software, SaaS, or cybersecurity sales experience, including a strong track record in net-new logo acquisition.
- Demonstrated history of consistent quota overachievement in complex enterprise selling environments.
- Proven success building pipeline and closing large, multi-stakeholder transactions within Fortune 1000, Fortune 2000, or similarly complex enterprise accounts.
- Experience selling six- and seven-figure ARR or ACV opportunities with long, consultative sales cycles.
- Executive presence and the ability to engage credibly with CIO, CISO, CTO, architecture, and line-of-business leaders.
- Strong account planning, territory planning, and opportunity management skills.
- Experience leading cross-functional pursuit teams that include presales, SDRs, marketing, services, customer success, legal, finance, and partners.
- Ability to develop and present business cases that quantify strategic, operational, and security outcomes.
- Proficiency with Salesforce and modern enterprise sales tools.
- Familiarity with MEDDPICC, Challenger, Command of the Message, or similar enterprise sales methodologies.
Preferred Qualifications:
- A genuine passion for prospecting and networking to aggressively create and qualify opportunities within Ping's Ideal Customer Profile (ICP).
- Identity and Access Management, cybersecurity, or adjacent infrastructure/security platform experience.
- Experience selling platform solutions that expand from an initial workload into broader enterprise adoption.
- Familiarity with partner-led and co-sell motions in large enterprise accounts.
- Working knowledge of workforce identity, CIAM, Zero Trust, directory modernization, federation, authorization, and identity security trends.
