Director, Sales

Role Purpose Statement:

The Manager of Sales plays a crucial role in driving revenue growth and building strong customer relationships at Ping. This role is  a player/coach position that is responsible for leading and managing a team of sales professionals, driving sales strategies, and achieving both team and individual sales targets in alignment with the company's business objectives. 

Main Responsibilities:

• Lead and manage a high-performing sales team, providing guidance, mentorship, and support to ensure the achievement of sales objectives and key performance indicators (KPIs).
• Develop and execute a comprehensive sales strategy, aligning it with overall business goals and revenue targets.  This includes both team and individual targets.
• Define and communicate sales goals, targets, and performance expectations to the sales team, ensuring clarity and alignment.
• Collaborate with Sales Leadership to establish sales territories, account assignments, and sales quotas to optimize revenue potential.
• Drive the sales team to meet or exceed sales targets through effective pipeline management, opportunity qualification, and deal closure.
• Develop and maintain strong relationships with key customers, strategic partners, and industry influencers to drive business growth.
• Identify new business opportunities and develop strategies to penetrate new markets and expand the customer base.
• Stay updated on market trends, competitive landscape, and industry developments, integrating relevant insights into sales strategies and approaches.
• Provide sales forecasting and regular reporting on sales performance, pipeline health, and key sales metrics to senior management.

Base Hiring Range:$119,021- $143,000

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.

• Collaborate with Marketing and Product teams to align sales and marketing efforts, support lead generation activities, and ensure effective product positioning.
• Foster strong cross-functional relationships with stakeholders, including Marketing, Product, Finance, and Customer Success, to drive alignment and collaboration.
• Develop and maintain a deep understanding of ForgeRock products, services, and industry solutions to effectively communicate value propositions to customers.
• Lead sales negotiations and contract discussions, ensuring favorable terms and conditions while maintaining strong customer relationships.
• Provide coaching, training, and development opportunities to the sales team to enhance their skills, knowledge, and performance.
• Drive continuous improvement in sales processes, methodologies, and tools to increase sales efficiency and effectiveness.
• Monitor and analyze sales data and trends to identify areas for improvement, provide recommendations, and implement corrective actions as needed.
• Ensure compliance with company policies, ethical standards, and legal requirements in all sales activities.

Required Skills & Qualifications

• Bachelor's degree in Business Administration, Marketing, or a related field.
• Minimum of 5 years of experience in sales
• Proven track record of achieving or exceeding sales targets and driving revenue growth.
• Strong leadership and people management skills, with the ability to motivate and inspire a sales team to achieve outstanding results.
• Excellent communication, presentation, and negotiation skills, with the ability to build and maintain strong customer relationships.
• Solid understanding of sales principles, methodologies, and best practices.
• Strong business acumen and strategic thinking abilities, with a focus on driving sales effectiveness and customer satisfaction.
• Analytical and problem-solving skills, with the ability to analyze sales data, identify trends, and make data-driven decisions.
• Proficient in CRM systems (e.g., Salesforce) and sales productivity tools.
• Strong organizational and time management skills, with the ability to manage multiple priorities and meet deadlines.

Preferred Skills & Qualifications:

• Master's degree in Business Administration or a related field.
• Experience in the software or technology industry, particularly in the identity and access management (IAM) or cybersecurity domain.
• Familiarity with cloud-based solutions and subscription-based business models.
• Knowledge of consultative selling approaches and complex sales cycles.
• Experience in building and managing strategic partnerships and alliances.
• Industry certifications related to sales or sales leadership.

Base Hiring Range:$175,000-$185.000 + Commissions

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.