Regional Sales Director, SLED East - Identity Security

Wwshemi; Northern (KY); Remote; USD 137,000 - 196,000; Full time

Benefits offered by this job

Generous PTO

Parental Leave

Healthcare options

Retirement programs

Education reimbursement

Commuter offset

Job summary

Ping Identity is seeking a Regional Director of Sales for SLED East to lead a team of Strategic Account Executives serving State, Local, Higher Education, and K-12 across the Eastern United States. You will own regional strategy, pipeline, forecast discipline, and durable new-logo attainment.

The ideal candidate translates identity security into mission value—modernizing legacy environments, enabling Zero Trust, and protecting citizen services—while managing field- and partner-driven growth with

Qualifications

• 8+ years of enterprise software, SaaS, cybersecurity, or technology sales experience.
• 3–5 years leading quota-carrying sales teams.
• Direct SLED experience across multiple states.
• Strong relationships in Eastern U.S. SLED landscape.
• Familiarity with public-sector procurement and contracting.

Responsibilities

• Lead, coach, and develop a high-performing team of Strategic Account Executives; set clear expectations for new-logo growth, pipeline creation, forecast accuracy, customer engagement, partner leverage, and deal execution.
• Create and execute the SLED East go-to-market strategy, including territory design, account segmentation, whitespace analysis, state-by-state priorities, coverage plans, and quarterly operating rhythms aligned to Ping Identity’s broader public-sector strategy.
• Build early-stage demand and new-logo pipeline before formal solicitations through executive outreach, mission-led account hypotheses, customer referrals, partner intelligence, associations, events, digital programs, and responsible use of AI and data signals.
• Position Ping Identity’s identity-security platform against SLED priorities such as legacy modernization, Zero Trust, identity proofing and assurance, phishing-resistant authentication, workforce and contractor access, citizen and constituent services, student and faculty access, fraud reduction, privacy, auditability, and operational resilience.
• Lead disciplined opportunity execution from discovery through award and expansion, including qualification, stakeholder mapping, technical validation, demonstrations, proofs of value, RFI/RFP responses, contract-vehicle strategy, pricing, negotiation, procurement, and close plans.
• Maintain an accurate, evidence-based forecast that reflects funding and budget authority, compelling events, decision criteria, stakeholder support, procurement route, contract vehicle, competitive position, partner role, implementation readiness, and timing risk.
• Build trusted relationships with state CIO, CISO, CTO, digital-service, security, identity, education procurement, finance, program, and executive stakeholders. Expand relationship coverage beyond a single office or incumbent contact.
• Develop and activate a national and regional partner ecosystem, including contract holders, distributors, resellers, systems integrators, advisory firms, cloud and technology partners, higher-education and K-12 ecosystem partners, and public-sector associations.
• Work with key national and regional partners and associations—including cooperative purchasing and contract-vehicle communities—to deepen customer relationships, shape demand, and expand reach into new logos.
• Orchestrate the cross-functional pursuit team 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, cooperative purchasing, state and local contracting, education procurement, ethics and engagement boundaries, value selling, MEDDPPICC, mutual action plans, and close-plan discipline.
• Represent Ping Identity with credibility at customer briefings, executive roundtables, public-sector associations, partner events, and education forums; bring field intelligence back to Product, Marketing, Channel, and Public Sector leadership.

Skills

Enterprise software sales

SaaS sales

Cybersecurity

Leadership

Quota attainment

Public sector sales

Account management

Education

Bachelor’s degree or equivalent

Public-sector certifications (nice to have)

Tools

Salesforce

Job description

Ping Identity is seeking a Regional Director of Sales for SLED East to lead a team of Strategic Account Executives serving State, Local, Higher Education, and K-12 across the Eastern United States. You will own regional strategy, pipeline, forecast discipline, and durable new-logo attainment.

The ideal candidate translates identity security into mission value—modernizing legacy environments, enabling Zero Trust, and protecting citizen services—while managing field- and partner-driven growth with