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Director, Sales – SLED
Ping Identity. Lead, coach, and develop a high-performing team of Strategic Account Executives .
Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in leading high-performing sales teams within the public sector, particularly in SLED markets, while effectively executing go-to-market strategies and managing complex sales cycles. Proficient in building relationships with key stakeholders and leveraging identity security solutions to drive customer value and achieve revenue targets.
Highest-signal resume keywords
SLED Sales ExperienceEnterprise Software SalesIdentity Security KnowledgeSalesforce ProficiencyLeadership and Coaching
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Cybersecurity SalesValue SellingRFI/RFP ManagementOpportunity QualificationStakeholder MappingContract NegotiationForecastingAccount SegmentationWhitespace AnalysisPublic-Sector Procurement
Soft Skills
LeadershipCommunicationPresentationNegotiationChange Management
Tools & Technologies
SalesforceSales Forecasting ToolsAccount Planning ToolsProductivity Tools
Industry Keywords
SLEDPublic SectorEducation TechnologyZero TrustNIST Digital Identity GuidelinesCISA Zero Trust GuidanceFERPAState Privacy RequirementsCooperative PurchasingContract Vehicles
Tech Stack
Tools & technologiesCloudCyber Security
About the role
Key responsibilities & impact- Lead, coach, and develop a high-performing team of Strategic Account Executives
- Create and execute the SLED East go-to-market strategy, including territory design, account segmentation, whitespace analysis, state-by-state priorities, and coverage plans
- Build early-stage demand and new-logo pipeline before formal solicitations
- Position Ping Identity’s identity-security platform against SLED priorities
- Lead opportunity execution from discovery through award and expansion, including qualification, stakeholder mapping, technical validation, demonstrations, proofs of value, RFI/RFP responses, pricing, negotiation, procurement, and close plans
- Maintain an accurate, evidence-based forecast
- Build trusted relationships with state, local, education, procurement, finance, program, and executive stakeholders
- Develop and activate national and regional partner ecosystems
- Work with public-sector and education associations and partners to deepen customer relationships and expand reach into new logos
- Orchestrate cross-functional pursuit teams across Sales Engineering, Solutions Specialists, Customer Success, Professional Services, Business Value, Marketing, Channel, Product, Finance, Legal, and executive sponsors
- Coach the team on public-sector buying behavior, SLED budget cycles, procurement, contracting, value selling, MEDDPPICC, mutual action plans, and close-plan discipline
- Represent Ping Identity at customer briefings, executive roundtables, associations, partner events, and education forums
- Bring field intelligence back to Product, Marketing, Channel, and Public Sector leadership
Requirements
What you’ll need- 8+ years of enterprise software, SaaS, cybersecurity, or technology sales experience
- 3–5 years leading quota-carrying sales teams
- Consistent record of meeting or exceeding revenue targets and developing new public-sector logos in complex, multi-stakeholder sales cycles
- Direct SLED experience leading a SLED sales team across multiple states and account segments
- Strong relationships and market knowledge across the Eastern U.S. SLED landscape
- Working knowledge of SLED and education budget cycles, procurement, contracting, cooperative purchasing, contract vehicles, reseller models, systems-integrator motions, and partner-led delivery
- Success creating and progressing opportunities before an RFI/RFP, influencing requirements, building consensus, and closing new logos through customer value
- Experience leading executive conversations with public-sector and education technology, security, procurement, and mission leaders
- Understanding of identity security, IAM, CIAM, workforce identity, authentication, authorization, federation, identity governance, fraud and verification, Zero Trust, cloud and hybrid architectures, and subscription software models
- Ability to connect identity strategy to SLED mission outcomes
- Familiarity with CISA Zero Trust guidance, NIST Digital Identity Guidelines, CJIS, FERPA, state privacy requirements, and applicable cloud-security or accessibility requirements
- Strong leadership, communication, presentation, negotiation, inspection, and change-management skills
- Fluency with Salesforce and related sales, forecasting, account-planning, and productivity tools
- Bachelor’s degree or equivalent experience is preferred; relevant certifications are a plus
Benefits
Comp & perks- Flexible, collaborative work environment
- Company culture that empowers employees to do their best work
- Employee Resource Groups
- Regular company and team bonding events
- Competitive benefits and perks
- Global volunteering and community initiatives
- Generous PTO & Holiday Schedule
- Parental Leave
- Progressive Healthcare Options
- Retirement Programs
- Opportunity for Education Reimbursement
- Commuter Offset (Specific locations)
- Commission