Director of Sales Operations & Strategy, Ping Identity
$170-220k
Identity and access management solutions
Be an early applicant
Identity and access management solutions
1001+ employees
Be an early applicant
$170-220k
1001+ employees
Company mission
To make digital experiences both secure and seamless for all users, without compromise.
Role
Who you are
- 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
What the job involves
- 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
- 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
- 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
- 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
- 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
Our take
Ping Identity is a platform, delivered through both cloud services and on-premises software, providing a comprehensive Identity and Access Management service. In today’s highly connected digital world, digital identity management services — the process of identifying and authenticating users on networks to access services — has become a key aspect of interacting on the internet.
According to the latest forecasts, the digital identity market is worth approximately $60 billion in 2025, with annual growth rates ranging from 16 to 21%, depending on the source. Consequently, competition is heavy for PingIdentity, with some other strong players in the various branches of identity management, including Okta, LastPass, and Duo Security. The merger between PingIdentity and ForgeRock in 2023 went some way to consolidating a firm rooting in the industry for both companies.
Now combined with Forgerock, PingIdentity has successfully attracted considerable funding and serves hundreds of brands, including Morningstar, Vodafone, and GEICO, as well as the governments of Norway, Canada, and Belgium. Alongside this, both companies were acquired by the leading software investment firm, Thoma Bravo, in 2022 before the merger. This acquisition offered a unique opportunity for PingIdentity to further grow and marked the beginning of an exciting new chapter for the combined company and its customers.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
10% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Apr 2020
$93.5m
SERIES E
Sep 2017
$88m
SERIES D
Total funding: $233.5m
Company benefits
- AD&D: Benefit to financially help loved ones in case of accidental death or disability
- 100% Company paid Health Care options
- Vacation Allowance
- Health and Wellbeing resources
- Parental Leave and Family Bonding
- Expert Eye Care and the lastest eye wear
- Range of dental coverage
- Retirement programs with several investment options and financial planning services
- Employee Assistance Program
- Free lunches, snacks, and drinks
- Commuter Offset
Leadership
Andre Durand
(Founder & CEO)Is on the board for Jamf, Executive Chairman of Identiverse. Previously the Co-Founder of Digital ID World, LLC and Founder and General Manager of Jabber, Inc.
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