Sales Operations & Strategy Director

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. 

Role Purpose Statement:

The Director of Sales Operations, Americas will report to the VP of Global Sales Operations & Development and serve as a critical partner to the SVP of Sales, Americas, providing forward-looking strategic insights and operational leadership. This role goes beyond traditional sales operations by helping the SVP see "around the corner"—identifying trends, risks, and opportunities before they materialize and driving proactive decision-making. You will be managing the sales support functions essential towards sales force productivity, including strategy and territory planning, sales forecasting, sales program execution, sales process implementation, and sales tool utilization.Additionally, you will be responsible for assisting the SVP to elevate the overall productivity and effectiveness of the Americas sales organization.

Main Responsibilities:

Forecasting & Planning:

Coordinates and helps drive Americas sales forecasting and planning processes on behalf of the SVP, Americas Sales.

Proactively monitors and ensures a high level of quality, accuracy, and process consistency within the sales organizational forecasting and planning efforts.

Elevate the standard and as needed assist in the coordination and quality of sales planning activities, QBRs, Pipeline Reviews, and MEDDPPICC-driven deal reviews.

Performance Analysis & Reporting:

Lead the execution of data-driven sales strategies, ensuring that sales leaders have the right information to make timely and informed decisions.

Provide presentations with concise analysis, trending, and insights as to how to improve sales performance, productivity, and sales pipeline. Execute Americas-based sales initiatives that drive improved sales performance.

Assist sales leaders with sales performance reporting and metrics. Assure the accuracy and quality of sales reporting and dashboards are leveraged and assists in the development and adoption of new reporting tools and business intelligence systems.

Help sales leaders prepare to lead the weekly, monthly, and quarterly forecast and pipeline review calls in the Americas.

Work with the sales, channel, and marketing to implement global reporting needs and frequency to ensure that critical real-time data is made available to stakeholders.

Build out metrics and reporting for New ARR (new logos, upsell/cross-sell) and Churn at a Geo and Regional level.

Strategic Support & Market Analysis:

Support territory and accounts assignment and the annual and quarterly planning process.

Partner with Americas leadership in territory planning.

Partner with Americas leadership on new market analyses and evaluating new market entries.

Proactively provide data-driven insights into the Americas business with recommendations to continually improve and grow.

Cross-Functional Collaboration & Team Development:

Partner with Americas leadership and HR leadership to monitor, analyze, and provide metrics and insights into the Americas team to drive towards a high-performing sales organization.

Work with Americas Marketing and SDR teams to understand Pipeline generation and conversion metrics, and develop recommendations to improve.

Work with Americas and Global Partner teams, to develop Go-To-Market plans aligned to Partner goals. Track and report Partner impact and develop recommendations to improve.

Work with Americas Services teams to ensure adequate alignment of local resources to local opportunities.

Provide input to Americas Sales Coverage, Capacity, and Compensation planning activities.

Work closely with Sales Enablement to ensure all teams are enabled and assist in directing resources and training towards areas of under-performance.

Foster an organization of continuous improvement and establish high levels of quality, accuracy, and process consistency. Partner with sales leadership to identify process improvement areas.

Facilitate successful implementation of new programs and cross functional driven sales initiatives by ensuring a well-defined and efficient sales and reporting process is in place for launch and execution.

Facilitate collaboration between global account sales teams, ensuring alignment on strategy, execution, and deal management—particularly in scenarios involving commission splitting and cross-regional account ownership. Develop and implement clear processes 

Required Skills & Qualifications:

10+ years expertise in Sales Operations and/or Field Operations operating at an executive level and at larger companies than Ping Identity. 

Proficiency and deep experience working with sales support systems such as Salesforce.com, Business Intelligence and Sales Performance planning tools such as Tableau, Anaplan as well as MS suite, Excel, and PowerPoint.

Strong analytical skills and attention to detail. Ability to analyze complex data and information and translate that into actionable insights through an executive presentation.

Demonstrated experience and ability to work with cross-functional teams on data reporting and governance. Comfortable presenting and engaging with cross-functional teams and executive management.

USA Salary Range: $170,000-$220,000

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.

Competitive benefits and perks.

Global volunteering and community initiatives

Our Benefits: 

Generous PTO & Holiday Schedule 

Parental Leave

Progressive Healthcare Options

Retirement Programs

Opportunity for Education Reimbursement 

Commuter Offset (Specific locations) 

Ping is the collective sum of all our individual experiences, backgrounds and influences and we pride ourselves in growing and learning together. We are committed to building an inclusive and diverse environment where everyone’s individuality is respected and everyone has an Identity. In recruiting for new colleagues, we welcome the unique contributions you can bring and encourage you to be your best self.

We are an Equal Opportunity/Affirmative Action employer.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.