Ping Identity - Enterprise Account Executive Team Lead
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Requirements
• Consistent Excellence: A proven track record as a top-tier Enterprise AE with a history of over-achieving quota in a SaaS environment. • Consistent Excellence: • Leadership Aptitude: Demonstrated ability to influence others without formal authority; highly collaborative with a "rising tide lifts all boats" mindset. • Leadership Aptitude: • Communication Mastery: Exceptional presentation and negotiation skills, with the ability to simplify complex technical concepts for C-suite executives. • Communication Mastery: • Process Oriented: Strong understanding of sales forecasting, pipeline management, and strategic account planning. • Process Oriented: • Problem Solving: The ability to think like a manager—identifying patterns in deal slippage and proposing team-wide solutions. • Problem Solving: • Key Performance Indicators (KPIs) • Personal Quota Attainment: 100%+ achievement of individual sales targets. • Personal Quota Attainment: • Team Productivity: Improvement in the "ramp-to-productivity" time for new hires you mentor. • Team Productivity: • Pipeline Velocity: Improvement in the conversion rates of deals within your assigned pod through active coaching. • Pipeline Velocity: • Leadership Readiness: Evaluated based on the quality of feedback provided during peer shadowing and contributions to sales strategy. • Leadership Readiness: • Base Hiring Range:
Responsibilities
• Individual Sales Execution (“The Player”) • Target Achievement: Maintain full accountability for meeting or exceeding personal monthly, quarterly, and annual net-new and expansion quotas. • Target Achievement: • Territory Strategy: Develop and execute a comprehensive territory plan to identify, qualify, and close high-value enterprise accounts. • Territory Strategy: • Full Lifecycle Management: Lead complex sales cycles from initial prospecting and discovery through to C-level negotiations and final contract execution. • Full Lifecycle Management: • Pipeline Hygiene: Maintain a rigorous standard of CRM (Salesforce) accuracy, ensuring all deal stages, close dates, and next steps are documented. • Pipeline Hygiene: • Cross-Functional Partnership: Collaborate with Marketing on lead gen, Product on customer requirements, and Customer Success on seamless handoffs. • Cross-Functional Partnership: • Leadership & Mentorship (“The Coach”) • Deal Strategy & Coaching: Support Deal reviews to help peers navigate roadblocks, map stakeholders, and identify win-themes. • Deal Strategy & Coaching: • Onboarding Support: Act as a "buddy" and mentor for new hires, accelerating their ramp time by sharing tribal knowledge and best practices. • Onboarding Support: • Methodology Champion: Lead by example in the use of sales methodologies (e.g., MEDDIC, Command of the Message) to ensure team-wide rigor in qualification. • Methodology Champion: • Live Shadowing: Participate in peer calls and demos to provide real-time feedback and support on complex technical or commercial questions. • Live Shadowing: • Culture & Morale: Act as a culture carrier, fostering a high-performance, collaborative environment and representing the "voice of the rep" to leadership. • Culture & Morale: • Strategic Audits: Assist the Sales Director in auditing account plans and outreach sequences to ensure the team is targeting the right personas effectively. • Strategic Audits:
Benefits
• Generous PTO & Holiday Schedule • 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.
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