Enterprise Account Executive

This is a fully remote position, open to applicants in Texas.

📋 Description

• Achieve or surpass quarterly and annual new logo ARR objectives within designated enterprise greenfield accounts.

• Develop and convert pipeline through strategic territory planning, targeted prospecting, collaborative partner selling, and account-based strategies.

• Position Ping Identity as the core solution for agentic security, Zero Trust, workforce, and customer identity initiatives.

• Initiate deployments and create pathways for expansion across products, use cases, business units, and geographical areas.

• Build relationships with executive and technical stakeholders throughout evaluation, business case development, security, procurement, and contracting processes.

• Formulate and implement territory strategies and detailed account plans for named enterprise accounts.

• Manage the complete sales cycle from qualification to discovery, solution alignment, technical validation, negotiation, and closing.

• Conduct value-based sales discussions and develop business cases and mutual action plans.

• Navigate complex buying environments and foster consensus among security, IT, architecture, product, procurement, legal, and executive stakeholders.

• Lead cross-functional pursuit teams that include Sales Engineers, SDRs, marketing, channels, services, customer success, and executive sponsors.

• Collaborate with systems integrators, regional partners, resellers, and technology alliances.

• Work alongside post-sale teams to ensure successful implementation outcomes and quick realization of value.

• Present the complete Ping platform and identify opportunities for expansion.

• Maintain pipeline integrity, forecast accuracy, CRM proficiency, qualification rigor, and sales productivity.

• Report directly to the Director of Enterprise Greenfield.

⛳️ Requirements

• A minimum of 7 years of successful experience in enterprise software, SaaS, or cybersecurity sales, with a proven track record in acquiring new logos.

• A demonstrated history of consistently exceeding quotas in complex enterprise selling environments.

• Proven ability to build pipeline and close large, multi-stakeholder deals within Fortune 1000, Fortune 2000, or similarly intricate enterprise accounts.

• Experience with six- and seven-figure ARR or ACV opportunities involving lengthy, consultative sales processes.

• Executive presence and capability to engage credibly with CIOs, CISOs, CTOs, and line-of-business leaders.

• Strong skills in account planning, territory management, and opportunity oversight.

• Experience leading cross-functional pursuit teams that encompass presales, SDRs, marketing, services, customer success, legal, finance, and partners.

• Ability to create and present business cases that quantify strategic, operational, and security outcomes.

• Proficiency in Salesforce and contemporary enterprise sales tools.

• Familiarity with MEDDPICC, Challenger, Command of the Message, or similar enterprise sales methodologies.

• A passion for prospecting and networking to generate and qualify opportunities within Ping's Ideal Customer Profile (ICP).

• Knowledge of Identity and Access Management, cybersecurity, or related infrastructure/security platforms.

• Experience in selling platform solutions that evolve from an initial workload into broader enterprise adoption.

• Familiarity with partner-led and co-selling approaches in large enterprise accounts.

• Working knowledge of concepts like workforce identity, CIAM, Zero Trust, directory modernization, federation, authorization, and identity security trends.

🏝️ Benefits

• Flexible, collaborative work environment.

• Employee Resource Groups.

• Regular company and team bonding activities.

• Competitive benefits and perks.

• Global volunteering and community initiatives.

• Generous PTO and holiday schedule.

• Parental leave.

• Progressive healthcare options.

• Retirement programs.

• Opportunity for education reimbursement.

• Commuter offset (in specific locations).