Senior Director, GTM Solutions

Ping Identity; United States; Remote; USD 175,000 - 250,000; Full time

Benefits offered by this job

Flexible work environment

Employee Resource Groups

Regular company/events

Competitive benefits

Volunteer opportunities

Generous PTO & Holidays

Healthcare options

Retirement programs

Education reimbursement

Commuter offset

Job summary

Ping Identity is seeking a Senior Director of GTM Solutions Management to translate strategy into prioritized investments and scalable execution. You will align Sales, Product, Marketing, and partners around clear goals and measurable outcomes while maintaining close involvement in day-to-day activities to ensure scalability.

The role emphasizes leading a capable team, shaping solution-area content roadmaps, and driving performance insights to accelerate pipeline and bookings.

Qualifications

• 10+ years in solution sales strategy, GTM program management, or related roles in B2B tech.
• Strong commercial judgment shaping pricing and deal structures.
• Credibility with senior leaders and enterprise customers.
• Fluency with data: pipeline, bookings, win/loss metrics.

Responsibilities

• Define portfolio strategy across solution areas and prioritise investments.
• Hire, coach, and scale the team; set standards for rigor and impact.
• Align content, campaigns, and product direction with marketing and product teams.
• Own performance insights; translate data into actionable priorities.
• Lead cross-functional GTM decisions and drive pipeline and bookings.

Skills

GTM strategy

Program management

Commercial judgment

Executive presence

Data-driven decision making

Cross-functional influence

People leadership

Adaptability

AI fluency

Job description

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.

As Senior Director, GTM Solutions Management, you lead the function that translates Ping Identity's solution strategy into prioritized investment and repeatable execution across the portfolio. You set direction across solution areas, develop the team, and align Sales, Product, Marketing, relevant partner teams, and operating partners around clear goals, account priorities, commercial approaches, and measurable outcomes. You remain close to the work while ensuring the operating model scales.

What You’ll Do

• Set portfolio strategy and priorities: Establish solution-area goals, target markets, priority sales motions, and investment across accounts, segments, industries, and geographies. Embed account prioritization in planning and engage in the most important strategic pursuits.
• Lead the team and scalable operating model: Hire, coach, and develop the team; set priorities and standards for analytical rigor, field relevance, stakeholder partnership, and measurable impact. Set the portfolio approach to sales processes, tools, commercial models, subject-matter-expert coverage, key handoffs, and partner engagement.
• Align content, campaigns, and product direction: Partner with Product and Marketing to shape and execute solution-area content roadmaps, align assets to launch needs and timing, and ensure campaigns support solution priorities, target accounts, messaging, and pipeline goals. Review performance and bring consolidated field feedback to Product on features, capabilities, and pricing.
• Own performance insight and recovery: Establish measurement with Revenue Operations and Analytics; synthesize pipeline, bookings, conversion, win/loss, customer, and field signals into priorities for action.
• Lead cross-functional decisions: Run GTM steering committees and executive operating discussions that clarify decisions, owners, dependencies, and follow-through. Advise commercial leaders on solution priorities, investment choices, performance gaps, and actions to accelerate pipeline and bookings.

What You’ll Bring

• Enterprise GTM & Program Experience: 10+ years of experience in solution sales strategy, GTM program management, product GTM, revenue strategy, or GTM strategy and operations in a B2B technology business, including progressively broader ownership. A record of taking motions, targeting models, or programs from design through field rollout.
• Commercial & Deal Structuring Skills: Strong commercial judgment and experience shaping sales processes, commercial models, pricing approaches, and execution for complex strategic pursuits.
• Executive & Customer Presence: Credibility with senior commercial leaders and enterprise customers; able to present a recommendation, handle challenge, and drive a group to a decision.
• Data-Driven Approach: Strong analytical judgment and fluency across pipeline, bookings, conversion, and win/loss measures.
• Cross-Functional Influence: Demonstrated ability to align Product, Marketing, Finance, Sales, Regional Sales, Customer Success, Enablement, Operations, and relevant partner stakeholders around shared outcomes and secure real commitments across organizational boundaries.
• People leadership: Experience hiring, developing, and leading a team; setting priorities and maintaining a high bar for the quality and impact of the work.
• Adaptability and AI fluency: Comfort leading through ambiguity, rapid change, and evolving GTM motions; hands-on experience applying AI to build and optimize processes, guide adoption, and measure impact. Experience across multiple regions or routes to market is a plus.

Base Hiring Range: $175,000–$250,000 + variable bonus

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
• Generous PTO & Holiday Schedule
• 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.