Director, Sales Operations

Job Summary

Director, Sales Operations will report to the Global VP of Sales Operations and support the Ping Identity global sales organization. The role focuses on designing and operating global sales compensation plans, capacity and productivity modeling, coverage and market segmentation, AI center of excellence, and people leadership. The incumbent delivers data‑backed recommendations to executive leadership and the Board, partnering across Finance, HR, Business Applications, and Marketing.

Responsibilities

• Design, model, and operationalize global sales compensation plans aligned to the company GTM strategy, including base plans, accelerators, kickers, and SPIFs.
• Own quota and target‑setting processes, incorporating ramp structures, cohort‑based assumptions, and attainment planning.
• Develop commission cost models (pre‑plan scenario analysis and ongoing actuals vs. plan) and present findings to Finance and Sales Leadership.
• Own and maintain the sales capacity model, including detailed AE headcount tracking, hiring and attrition forecasting, and productivity benchmarks across multiple geographies and segments.
• Build and maintain productivity models segmented by GEO, role type, and tenure cohort.
• Lead segmentation methodology design—defining how the market is sliced into addressable segments by geography, tier, and vertical.
• Develop and refine account scoring models and territory balancing frameworks to support field leadership in territory assignment.
• Prepare executive and Board‑level summaries, reports, and presentations that provide concise analysis of sales performance, productivity, bookings, pipeline, and coverage.
• Partner with key departments such as Finance, HR, Business Applications, and Marketing to ensure cross‑functional alignment on compensation, headcount, and coverage decision‑making.
• Manage the compensation exception and dispute resolution process in partnership with HR and Sales Leadership.
• Support ad‑hoc analysis for the CRO, VP of Sales, and Finance as needed.
• Leverage AI, automation, and advanced analytics to drive continuous improvement in sales operations processes, reporting, and decision‑making.
• Lead a high‑performance team by hiring, developing talent, and fostering analytical rigor and ownership.

Required Skills & Qualifications

• 10+ years of senior‐level experience in Sales Operations, Revenue Operations, or Finance Operations within enterprise B2B SaaS or software companies. PE‑backed or post‑merger experience is a strong plus.
• Deep hands‑on expertise with sales compensation plan design, quota modeling, and capacity planning in a subscription/ARR revenue model.
• Proficiency with Salesforce.com, planning tools such as Anaplan, commission platforms such as Xactly, BI tools such as Tableau, and advanced Google Workspace or Microsoft Office for modeling and executive reporting.
• Strong analytical skills with the ability to translate complex data sets into actionable insights, territory and coverage model designs, and executive‑ready presentations.
• Comfortable engaging cross‑functionally with Finance, HR, Marketing, and executive management, presenting data‑backed recommendations with clear trade‑offs and scenario analysis.
• A self‑directed team player who thrives in a fast‑paced environment with competing priorities; able to manage and develop direct reports while coordinating inputs from multiple stakeholders.
• Creativity and sound judgment, with a bias toward action and continuous improvement; initiative and adaptability while operating with the efficiency and margin discipline expected in a PE‑backed company.

Compensation & Benefits

Base Hiring Range: $156,918 - $256,000. 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 will be determined by various factors, such as knowledge, skills, and abilities.

Culture & Benefits

Ping values flexibility, collaboration, and a culture that empowers employees to do their best work. The organization supports diverse employee resource groups, regular team bonding events, competitive benefits, generous PTO & holiday schedule, progressive healthcare options, retirement programs, education reimbursement, and community initiatives.

Equal Employment Opportunity

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.

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