Sales Operations & Strategy Director

Ping Identity Corporation

Job Overview

Location

USA - Remote

Job Type

Full-time

Full Job Description

📋 Description

• Ping Identity is seeking a strategic and operationally-minded Director of Sales Operations & Strategy for the Americas region. This pivotal role is designed to partner closely with the SVP of Sales, Americas, and report to the VP of Global Sales Operations & Development. The primary objective is to provide forward-looking strategic insights and robust operational leadership, enabling the sales organization to not only meet but exceed its targets. This position transcends traditional sales operations by focusing on proactive identification of trends, risks, and opportunities, thereby driving informed and timely decision-making. You will be instrumental in managing the essential sales support functions that underpin sales force productivity, including the intricate processes of strategy and territory planning, accurate sales forecasting, effective sales program execution, streamlined sales process implementation, and optimal sales tool utilization. Your leadership will be key in elevating the overall productivity and effectiveness of the entire Americas sales organization, ensuring they are equipped with the insights and tools necessary for success in a dynamic market.
• On a day-to-day basis, you will be deeply involved in the Americas sales forecasting and planning processes, acting as a key driver and coordinator on behalf of the SVP of Sales. A significant part of your role will involve proactively monitoring and ensuring the highest standards of quality, accuracy, and process consistency across all sales organizational forecasting and planning efforts. You will be tasked with elevating the overall standard for sales planning activities, including Quarterly Business Reviews (QBRs), Pipeline Reviews, and MEDDPICC-driven deal reviews, stepping in to coordinate and ensure quality where needed. Furthermore, you will lead the execution of data-driven sales strategies, ensuring that sales leaders are consistently provided with the right information to make timely and informed decisions. This involves preparing presentations with concise analysis, trending insights, and actionable recommendations on how to improve sales performance, productivity, and pipeline health. You will also assist sales leaders with comprehensive sales performance reporting and metrics, assuring the accuracy and quality of sales reporting and dashboards, and contributing to the development and adoption of new reporting tools and business intelligence systems. A critical function will be helping sales leaders prepare for and lead weekly, monthly, and quarterly forecast and pipeline review calls within the Americas. You will collaborate with sales, channel, and marketing teams to implement global reporting needs and frequencies, ensuring that critical real-time data is accessible to all stakeholders. A key deliverable will be building out metrics and reporting for New Annual Recurring Revenue (ARR) – encompassing new logos, upsell, and cross-sell – at both a Geo and Regional level, as well as tracking churn. You will also support territory and account assignment processes, contributing to the annual and quarterly planning cycles, and partnering with Americas leadership on new market analyses and evaluating potential new market entries. Your role will involve proactively providing data-driven insights into the Americas business, offering recommendations for continuous improvement and growth. You will partner with Americas leadership and HR leadership to monitor, analyze, and provide metrics and insights into the Americas team's performance, driving towards a high-performing sales organization. Collaboration with Americas Marketing and SDR teams will focus on understanding pipeline generation and conversion metrics, developing recommendations for improvement. You will work with Americas and Global Partner teams to develop Go-To-Market plans aligned with Partner goals, tracking and reporting Partner impact, and developing strategies to enhance it. Alignment with Americas Services teams to ensure adequate local resource allocation for local opportunities will also be a key responsibility. You will provide crucial input to Americas Sales Coverage, Capacity, and Compensation planning activities. Working closely with Sales Enablement, you will ensure all teams are adequately enabled and assist in directing resources and training towards areas needing improvement. You will foster an organizational culture of continuous improvement, establishing high levels of quality, accuracy, and process consistency, and partnering with sales leadership to identify and address process improvement areas. Finally, you will facilitate the successful implementation of new programs and cross-functional sales initiatives by ensuring well-defined and efficient sales and reporting processes are in place for launch and execution, and facilitate collaboration between global account sales teams, ensuring strategic alignment, execution, and deal management, especially in complex scenarios involving commission splitting and cross-regional account ownership, by developing and implementing clear processes.
• Ping Identity is a leader in intelligent, cloud identity solutions, enabling secure and seamless digital experiences for users worldwide. The company's platform empowers individuals to shop, work, bank, and interact with confidence and without friction. At its core, Ping Identity is driven by a mission to champion every identity, fostering a culture that respects individuality and encourages employees to bring their authentic selves to work. Headquartered in Denver, Colorado, with a global presence, Ping Identity serves a significant portion of the Fortune 100, fundamentally changing how businesses approach cybersecurity, digital experiences, and identity and access management.
• In this role, you will have the unique opportunity to significantly influence the strategic direction and operational efficiency of the Americas sales organization. You will gain invaluable experience in advanced sales forecasting, territory planning, and performance analytics at a senior level. This position offers the chance to develop deep insights into market trends, identify growth opportunities, and directly contribute to the company's revenue objectives. You will hone your skills in executive communication and cross-functional collaboration, working with diverse teams to drive impactful initiatives. Furthermore, you will play a key role in shaping a high-performing sales culture and contribute to the continuous improvement of sales processes and tools, offering substantial professional growth and development.

🎯 Requirements

• 10+ years of expertise in Sales Operations and/or Field Operations, operating at an executive level and within companies larger than Ping Identity.
• Proficiency and deep experience with sales support systems such as Salesforce.com, Business Intelligence tools (e.g., Tableau), Sales Performance planning tools (e.g., Anaplan), and the Microsoft Office Suite (Excel, PowerPoint).
• Strong analytical skills with meticulous attention to detail, with the ability to analyze complex data and translate it into actionable insights through executive presentations.
• Demonstrated experience and ability to collaborate effectively with cross-functional teams on data reporting and governance, comfortable presenting and engaging with executive management.

🏖️ Benefits

• Generous Paid Time Off (PTO) & Holiday Schedule
• Comprehensive Parental Leave
• Progressive Healthcare Options
• Retirement Programs
• Opportunity for Education Reimbursement

Skills & Technologies

Remote

$170k-220k

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Ping Identity Corporation

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About Ping Identity Corporation

Ping Identity Corporation provides identity and access management software for enterprises. Its platform enables secure authentication, single sign-on, multi-factor authentication, and identity governance across cloud, hybrid, and on-premises environments. The company serves financial services, healthcare, government, and retail sectors, helping organizations protect customer and workforce identities. Solutions include PingOne cloud services, PingFederate, PingAccess, and PingDirectory, supporting standards like SAML, OAuth, and OpenID Connect. Founded in 2002 and headquartered in Denver, Colorado, Ping Identity is publicly traded and focuses on reducing security risks while improving user experience.

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