Senior Director, Sales Development

Ping Identity Corporation

Job Overview

Location

USA - Austin, TX

Job Type

Full-time

Full Job Description

📋 Description

• As the Head of Global Sales Development at Ping Identity, you will architect and lead a modern, data-driven SDR organization that powers Ping’s growth across enterprise and strategic segments worldwide, combining AI-enhanced prospecting, signal-based targeting, and a rigorous experiment-and-learn culture to generate high-quality pipeline while developing future sales leaders and partnering closely with Sales, Marketing, Channel, and Sales Ops to shape go-to-market strategy.
• You will own the vision, strategy, and execution of the global SDR function, designing organizational structure, operating rhythms, and enablement programs to ensure scalable growth, exceptional quality, and a strong internal talent bench, directly contributing to Ping Identity’s mission of delivering secure and seamless digital experiences for enterprises worldwide.
• What the person will do day to day:
• Oversee the holistic lifecycle of SDRs and SDR Managers from inclusive recruiting and hiring to continuous enablement and professional development, ensuring equitable access to opportunity across all regions and fostering a culture of belonging, high engagement, accountability, and career progression.
• Lead and inspire a global team of Managers and SDRs across diverse locations, creating coaching frameworks, performance scorecards, and meaningful incentive programs that motivate the team to reach their full potential and prepare for future leadership and quota-carrying sales roles.
• Design clear, transparent pathways from SDR into AE, CSM, Renewals, and other roles, with defined competencies and promotion criteria to strengthen the internal talent pipeline and increase internal mobility.
• Partner with Sales, Marketing, and Channel leaders globally to ensure pipeline goals are met through shared accountability, integrated territory and account plans, and aligned success metrics, while collaborating on signal-based GTM initiatives using intent data, website behavior, product usage, and campaign engagement.
• Champion the adoption of AI and automation (e.g., LLM-assisted research, AI-driven prioritization, conversation intelligence) to increase SDR productivity, personalization, and quality at scale while maintaining brand and compliance standards.
• Run a disciplined experimentation program across messaging, channels, cadences, and talk tracks (A/B and multivariate testing), rapidly codifying winning approaches into global playbooks and retiring underperforming motions.
• Own key funnel performance from response to opportunity, continuously improving lead-to-opportunity conversion rates, meeting quality, and time-to-first-meeting through process design, coaching, and instrumentation.
• Drive a clear, reliable reporting framework and dashboards that give visibility into volume, quality, coverage, conversion, and productivity by segment, region, and team, enabling proactive course corrections.
• Collaborate with Revenue Acceleration to design and deliver world-class onboarding and ongoing enablement for the global SDR team, using data (e.g., call scores, sequence performance) to tailor coaching and content.
• Regularly brief senior leadership on SDR performance, market insights, and strategic recommendations, using clear narratives and data to influence cross-functional decisions.
• Establish a structured feedback loop from SDRs back to Marketing, Product, and Sales, providing insights on message effectiveness, competitive dynamics, objections, and emerging customer themes to inform campaigns and product roadmap.
• Co-own the lead-to-opportunity process with Marketing, Sales, and Sales Ops, defining SLAs, quality standards, and routing rules that optimize both speed and conversion while delivering a great buyer experience.
• Design and refine a global SDR operating model (territories, coverage, roles, and specializations) that scales efficiently while adapting to regional buying behaviors, languages, and regulations.
• Ensure SDR focus is guided by dynamic buying signals and ICP/buying group models, not static lists, balancing inbound, outbound, ABM, and any PLG or product-qualified lead motions.
• About the team or company:
• Ping Identity is a global leader in intelligent cloud identity platforms, serving more than half of the Fortune 100 and enabling secure, seamless digital experiences for enterprises worldwide, with headquarters in Denver, Colorado and offices and employees around the globe.
• The company champions every identity through its core value of Respect Individuality, fostering an inclusive culture where employees are empowered to bring their authentic selves to work, supported by Employee Resource Groups, regular team bonding events, and a commitment to diversity, equity, and inclusion.
• What the person can learn or achieve in this role:
• Develop expertise in building and scaling a modern, AI-enhanced Sales Development function within a high-growth, global B2B SaaS environment, gaining deep experience in signal-based GTM, funnel optimization, and cross-functional leadership.
• Shape the future of Ping Identity’s go-to-market strategy by establishing the SDR organization as a trusted insights engine that informs territory planning, campaigns, and product positioning, while cultivating a strong internal talent bench and advancing into broader enterprise leadership opportunities.

🎯 Requirements

• 10+ years of experience in Sales or closely related, sales‑centric roles.
• 5+ years specifically leading global SDR / Sales Development / Lead Generation teams in the B2B SaaS space, with a focus on enterprise and/or strategic customer segments.
• Proven people first leadership track record managing diverse, geographically distributed teams and a genuine passion for developing top talent from varied backgrounds.
• Demonstrated success building a modern SDR motion leveraging sales engagement platforms, intent data, enrichment, and conversation intelligence.
• Strong analytical and experimental mindset; comfortable with funnel diagnostics, cohort analysis, capacity modeling, and A/B testing to guide strategy and investments.
• Experience navigating global, matrixed organizations and building strong, trusting relationships with senior stakeholders in Sales, Marketing, Channel, Product, and Sales Ops.

🏖️ Benefits

• Generous PTO & Holiday Schedule
• Parental Leave
• Progressive Healthcare Options
• Retirement Programs
• Opportunity for Education Reimbursement
• Commuter Offset (Specific locations)

Skills & Technologies

Senior

Onsite

$165k-235k

Degree Required

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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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