Enterprise Account Executive

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. 

Ping Identity is seeking a high-performing, strategically minded Enterprise Account Executive, Greenfield to accelerate net-new logo growth across a focused set of enterprise accounts in the $1B-$2B revenue segment. This role is responsible for identifying, developing, and closing new platform opportunities in greenfield accounts, expanding Ping Identity’s presence with organizations that are modernizing workforce, customer, and agent identity.

This is a true new-logo role for a proven enterprise seller who knows how to build a territory, create executive access, run disciplined account plans, and close complex multi-stakeholder transactions. The successful candidate brings the credibility to engage CIOs, CTOs, CISOs, product and security architects, infrastructure leaders, and line-of-business stakeholders, while orchestrating internal and partner resources to win strategic identity platform decisions. This position reports to the Director of Enterprise Greenfield.

What you will accomplish

• Consistently meet or exceed quarterly and annual new logo ARR targets within a defined set of enterprise greenfield accounts.
• Build and convert a healthy pipeline through rigorous territory planning, targeted prospecting, partner co-selling, and account-based execution.
• Win platform-first opportunities by positioning Ping Identity as the strategic foundation for critical agentic security, Zero Trust, workforce, and customer identity initiatives.
• Land initial deployments that create a clear path to expansion across additional products, use cases, business units, and geographies.
• Establish trusted relationships with executive and technical stakeholders and guide customers through complex evaluation, business case, security, procurement, and contracting cycles.

Key responsibilities

Own and execute a strategic greenfield territory

• Develop and execute a comprehensive territory strategy for a named set of enterprise accounts, identifying whitespace, priority initiatives, key personas, competitive dynamics, and strategic entry points.
• Build detailed account plans for top prospects, including business priorities, technology landscape, current identity architecture, buying centers, decision process, and expansion potential.
• Generate pipeline through proactive outbound prospecting, executive networking, field engagement, and close alignment with SDRs, marketing, and channel partners.

Lead complex enterprise sales cycles

• Own the full sales process from initial qualification through discovery, solution alignment, technical validation, business value articulation, negotiation, and close.
• Lead value-based sales conversations that connect Ping Identity capabilities to business outcomes such as risk reduction, digital transformation, faster delivery, user experience, and operational efficiency.
• Build compelling business cases and mutual action plans that align customer priorities, success criteria, timelines, and executive sponsorship.
• Navigate large, matrixed buying environments and drive consensus across security, IT, architecture, product, procurement, legal, and executive stakeholders.

Mobilize the full go-to-market ecosystem

• Lead a cross-functional pod that may include Sales Engineers, SDRs, Field Marketing, Channels and Alliances, Professional Services, Customer Success, and executive sponsors.
• Partner closely with global systems integrators, regional partners, resellers, and technology alliances to create pipeline, strengthen account access, and improve win rates.
• Coordinate with post-sale teams to support strong implementation outcomes and accelerate time to first value on initial deployments.

Drive platform expansion from the initial land

• Position the full Ping platform, including strategic integrations and overlay motions such as Universal Services with existing identity investments including Microsoft Entra and other third-party IdPs.
• Identify and develop expansion opportunities following the initial win, including additional products, broader workforce adoption, customer identity use cases, new regions, and adjacent security initiatives.

Operate with rigor

• Maintain disciplined pipeline hygiene, forecast accuracy, and CRM excellence.
• Inspect opportunities against clear qualification criteria and proactively remove deal friction.
• Use data, account intelligence, and sales methodology to continuously improve conversion, deal quality, and territory productivity.

Qualifications

• 7+ years of successful enterprise software, SaaS, or cybersecurity sales experience, including a strong track record in net-new logo acquisition.
• Demonstrated history of consistent quota overachievement in complex enterprise selling environments.
• Proven success building pipeline and closing large, multi-stakeholder transactions within Fortune 1000, Fortune 2000, or similarly complex enterprise accounts.
• Experience selling six- and seven-figure ARR or ACV opportunities with long, consultative sales cycles.
• Executive presence and the ability to engage credibly with CIO, CISO, CTO, architecture, and line-of-business leaders.
• Strong account planning, territory planning, and opportunity management skills.
• Experience leading cross-functional pursuit teams that include presales, SDRs, marketing, services, customer success, legal, finance, and partners.
• Ability to develop and present business cases that quantify strategic, operational, and security outcomes.
• Proficiency with Salesforce and modern enterprise sales tools.
• Familiarity with MEDDPICC, Challenger, Command of the Message, or similar enterprise sales methodologies.

Preferred qualifications

• A genuine passion for prospecting and networking to aggressively create and qualify opportunities within Ping's Ideal Customer Profile (ICP).
• Identity and Access Management, cybersecurity, or adjacent infrastructure/security platform experience.
• Experience selling platform solutions that expand from an initial workload into broader enterprise adoption.
• Familiarity with partner-led and co-sell motions in large enterprise accounts.
• Working knowledge of workforce identity, CIAM, Zero Trust, directory modernization, federation, authorizat