Director, Sales – SLED

This is a fully remote position, open to applicants in District of Columbia, +1 more state.

📋 Description

• Lead, mentor, and cultivate a high-performing team of Strategic Account Executives.

• Develop and implement the SLED East go-to-market strategy, which includes territory design, account segmentation, whitespace analysis, prioritization by state, and coverage plans.

• Generate early-stage demand and establish a new-logo pipeline prior to formal solicitations.

• Position Ping Identity’s identity-security platform in alignment with SLED priorities.

• Oversee opportunity execution from discovery to award and expansion, encompassing qualification, stakeholder mapping, technical validation, demonstrations, proofs of value, RFI/RFP responses, pricing, negotiation, procurement, and closing strategies.

• Maintain a precise, evidence-based forecast.

• Establish trusted relationships with stakeholders in state, local, education, procurement, finance, programs, and executive roles.

• Develop and activate national and regional partner ecosystems.

• Collaborate with public-sector and education associations and partners to strengthen customer relationships and broaden reach into new logos.

• Coordinate cross-functional pursuit teams across Sales Engineering, Solutions Specialists, Customer Success, Professional Services, Business Value, Marketing, Channel, Product, Finance, Legal, and executive sponsors.

• Guide the team on public-sector buying behaviors, SLED budget cycles, procurement processes, contracting, value selling, MEDDPPICC, mutual action plans, and close-plan discipline.

• Represent Ping Identity at customer briefings, executive roundtables, associations, partner events, and educational forums.

• Return field intelligence to Product, Marketing, Channel, and Public Sector leadership.

⛳️ Requirements

• 8+ years of experience in enterprise software, SaaS, cybersecurity, or technology sales.

• 3–5 years of experience leading quota-carrying sales teams.

• Proven track record of meeting or exceeding revenue targets and developing new public-sector logos in complex, multi-stakeholder sales cycles.

• Direct SLED experience managing a SLED sales team across multiple states and account segments.

• Strong relationships and market insight within 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.

• Demonstrated success in creating and advancing opportunities prior to an RFI/RFP, influencing requirements, building consensus, and closing new logos through customer value.

• Experience leading executive discussions 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 align identity strategy with SLED mission outcomes.

• Familiarity with CISA Zero Trust guidance, NIST Digital Identity Guidelines, CJIS, FERPA, state privacy requirements, and relevant cloud-security or accessibility standards.

• Strong leadership, communication, presentation, negotiation, inspection, and change-management capabilities.

• Proficiency with Salesforce and related sales, forecasting, account planning, and productivity tools.

• A Bachelor’s degree or equivalent experience is preferred; relevant certifications are an advantage.

🏝️ Benefits

• Flexible, collaborative work environment.

• Company culture that empowers employees to excel in their 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.

• Comprehensive Healthcare Options.

• Retirement Programs.

• Opportunities for Education Reimbursement.

• Commuter Offset (specific locations).

• Commission.