Senior Director, GTM Solutions

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

📋 Description

• Oversee the GTM Solutions Management function

• Convert Ping Identity’s solution strategy into prioritized investments and repeatable portfolio execution

• Define goals for solution areas, target markets, priority sales motions, and investments across various accounts, segments, industries, and regions

• Incorporate account prioritization into planning and participate in strategic initiatives

• Recruit, mentor, and nurture the team

• Establish benchmarks for analytical rigor, field relevance, stakeholder collaboration, and measurable impacts

• Design sales processes, tools, commercial models, subject-matter expert coverage, handoffs, and partner engagement strategies

• Collaborate with Product and Marketing on solution-area content roadmaps, launch materials, campaigns, messaging, and pipeline objectives

• Evaluate performance and provide consolidated field feedback to Product regarding features, capabilities, and pricing

• Set up performance measurement in partnership with Revenue Operations and Analytics

• Integrate pipeline, bookings, conversion rates, win/loss data, customer insights, and field signals into actionable priorities

• Conduct GTM steering committees and executive operating meetings

• Counsel commercial leaders on solution priorities, investments, performance deficiencies, and strategies to enhance pipeline and bookings

⛳️ Requirements

• Over 10 years of experience in solution sales strategy, GTM program management, product GTM, revenue strategy, or GTM strategy and operations within a B2B technology firm, demonstrating progressively broader responsibilities

• Proven track record of transitioning motions, targeting models, or programs from concept to field execution

• Strong commercial acumen with experience in shaping sales processes, commercial models, pricing strategies, and execution for complex strategic initiatives

• Established credibility with senior commercial leaders and enterprise clients

• Proficient in presenting recommendations, managing challenges, and guiding teams to make decisions

• Excellent analytical judgment with fluency in pipeline, bookings, conversion rates, and win/loss metrics

• Capacity to align Product, Marketing, Finance, Sales, Regional Sales, Customer Success, Enablement, Operations, and partner stakeholders towards common objectives

• Experience in hiring, developing, and leading a team

• Ability to prioritize tasks and uphold high standards for work quality and impact

• Comfortable navigating ambiguity, rapid change, and evolving GTM strategies

• Practical experience applying AI to enhance processes, foster adoption, and evaluate impact

• Experience across multiple regions or market routes is advantageous

🏝️ Benefits

• Flexible and 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 (specific locations)