Enterprise Account Executive Team Lead at Pingidentity

About Ping Identity: At Ping Identity, we believe in making digital experiences both secure and seamless for all users, without compromise. We call this digital freedom. And it's not just something we provide our customers. It's something that inspires our company. People don't come here to join a culture that's built on digital freedom. They come to cultivate it. Our intelligent, cloud identity platform lets people shop, work, bank, and interact wherever and however they want. Without friction. Without fear. While protecting digital identities is at the core of our technology, protecting individual identities is at the core of our culture. We champion every identity. One of our core values, Respect Individuality, reminds us to celebrate differences so you are empowered to bring your authentic self to work. We're headquartered in Denver, Colorado and we have offices and employees around the globe. We serve the largest, most demanding enterprises worldwide, including more than half of the Fortune 100. At Ping Identity, we're changing the way people and businesses think about cybersecurity, digital experiences, and identity and access management. The Enterprise Account Executive - Team Lead is a premier "Player/Coach" role designed for a top-performing individual contributor looking to bridge the gap into sales leadership. You will be responsible for owning an assigned territory and delivering on a personal revenue quota while serving as a strategic mentor to the broader sales pod. You will provide structure, deal-coaching, and tactical support to your peers, ensuring the team maintains a high standard of execution. Main 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. • Territory Strategy: Develop and execute a comprehensive territory plan to identify, qualify, and close high-value enterprise accounts. • Full Lifecycle Management: Lead complex sales cycles from initial prospecting and discovery through to C-level negotiations and final contract execution. • Pipeline Hygiene: Maintain a rigorous standard of CRM (Salesforce) accuracy, ensuring all deal stages, close dates, and next steps are documented. • Cross-Functional Partnership: Collaborate with Marketing on lead gen, Product on customer requirements, and Customer Success on seamless handoffs. Leadership & Mentorship (“The Coach”) • Deal Strategy & Coaching: Support Deal reviews to help peers navigate roadblocks, map stakeholders, and identify win-themes. • Onboarding Support: Act as a "buddy" and mentor for new hires, accelerating their ramp time by sharing tribal knowledge and best practices. • 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. • Live Shadowing: Participate in peer calls and demos to provide real-time feedback and support on complex technical or commercial questions. • Culture & Morale: Act as a culture carrier, fostering a high-performance, collaborative environment and representing the "voice of the rep" to leadership. • Strategic Audits: Assist the Sales Director in auditing account plans and outreach sequences to ensure the team is targeting the right personas effectively. Required Skills & Qualifications • Consistent Excellence: A proven track record as a top-tier Enterprise AE with a history of over-achieving quota in a SaaS environment. • Leadership Aptitude: Demonstrated ability to influence others without formal authority; highly collaborative with a "rising tide lifts all boats" mindset. • Communication Mastery: Exceptional presentation and negotiation skills, with the ability to simplify complex technical concepts for C-suite executives. • Process Oriented: Strong understanding of sales forecasting, pipeline management, and strategic account planning. • Problem Solving: The ability to think like a manager—identifying patterns in deal slippage and proposing team-wide solutions. Key Performance Indicators (KPIs) • Personal Quota Attainment: 100%+ achievement of individual sales targets. • Team Productivity: Improvement in the "ramp-to-productivity" time for new hires you mentor. • Pipeline Velocity: Improvement in the conversion rates of deals within your assigned pod through active coaching. • Leadership Readiness: Evaluated based on the quality of feedback provided during peer shadowing and contributions to sales strategy. Base Hiring Range: In accordance with Colorado’s Equal Pay for Equal Work Act (SB 19-085) the approximate compensation range for this role in Colorado is listed above. Final compensation for this role will be determined by various factors, such as knowledge, skills, and abilities. Life at Ping: We believe in and facilitate a flexible, collaborative work environment. We’re growing quickly, but remain true to the innovative, can-do startup values that got us here. Most importantly, we keep hiring talented, smart, fun, and genuinely nice people because that’s who we want to succeed with every day. Here are just a few of the things that make Ping special: • A company culture that empowers you to do your best work. • Employee Resource Groups that create a sense of belonging for everyone. • Regular company and team bonding events. • Competitive benefits and perks. • Global volunteering and community initiatives Our Benefits: • Generous PTO & Holiday Schedule • Parental Leave • 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. We are an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.