Senior Director, Sales Development

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. It is something we provide our customers while also inspiring our company culture. People come to cultivate this digital freedom.

Role Summary

As the Head of Global Sales Development , you will architect and lead a modern, data‑driven SDR organization that powers Ping’s growth across enterprise and strategic segments worldwide. You will combine AI‑enhanced prospecting, signal‑based targeting, and a rigorous experiment‑and‑learn culture to generate high‑quality pipeline, while developing future sales leaders and partnering closely with Sales, Marketing, Channel, and Sales Ops to shape our go‑to‑market strategy.

You will own the vision, strategy, and execution of the global SDR function, designing the organizational structure, operating rhythms, and enablement programs that ensure scalable growth, exceptional quality, and a strong internal talent bench.

Responsibilities

Team Advocacy & Development

• Inclusive Growth: Oversee the holistic lifecycle of SDRs and SDR Managers from inclusive recruiting and hiring to continuous enablement and professional development ensuring equitable access to opportunity across all regions.
• Mentorship & Culture: Lead and inspire a global team of Managers and SDRs across diverse locations, fostering a culture of belonging, high engagement, accountability, and career progression.
• Future Skills Development: Equip SDRs and leaders with next‑generation skills (AI‑assisted research, social selling, video, multi‑threading, executive engagement) through structured training, certifications, and regular skills assessments.
• Empowerment & Motivation: Create coaching frameworks, performance scorecards, and meaningful incentive programs that motivate the team to reach their full potential and prepare for future leadership and quota‑carrying sales roles.
• Career Pathing & Internal Mobility: Design clear, transparent pathways from SDR into AE, CSM, Renewals, and other roles, with defined competencies and promotion criteria to strengthen our internal talent pipeline.

Strategic Partnership

• Collaborative Planning: Partner with Sales, Marketing, and Channel leaders globally to ensure pipeline goals are met through shared accountability, integrated territory and account plans, and aligned success metrics.
• Signal‑Based GTM: Work with Marketing, Product, and Sales Ops to operationalize buying signals (intent data, website behavior, product usage, campaign engagement, firmographic/technographic fit) into SDR prioritization and workflows.
• Campaign & Message Alignment: Collaborate closely with Marketing to develop value‑driven campaigns and messaging that resonate with our global prospect base, across industries and regions.
• Process Harmony: Co‑own the lead‑to‑opportunity process with Marketing, Sales and Sales Ops, defining SLAs, quality standards, and routing rules that optimize both speed and conversion while delivering a great buyer experience.
• Closed‑Loop Insights: Establish a structured feedback loop from SDRs back to Marketing, Product, and Sales, providing insights on message effectiveness, competitive dynamics, objections, and emerging customer themes to inform campaigns and roadmap.
• Executive Communication: Regularly brief senior leadership on SDR performance, market insights, and strategic recommendations, using clear narratives and data to influence cross‑functional decisions.

Operational Excellence

• Global Operating Model: Design and refine a global SDR operating model (territories, coverage, roles, and specializations) that scales efficiently while adapting to regional buying behaviors, languages, and regulations.
• AI‑Enhanced Prospecting: Champion the adoption of AI and automation (e.g., LLM‑assisted research and drafting, AI‑driven prioritization, conversation intelligence) to increase SDR productivity, personalization, and quality at scale while maintaining brand and compliance standards.
• Experimentation & Playbooks: Run a disciplined experimentation program across messaging, channels, cadences, and talk tracks (A/B and multivariate testing), rapidly codifying winning approaches into global playbooks and retiring underperforming motions.
• Signal Driven Prioritization: Ensure SDR focus is guided by dynamic buying signals and ICP/buying group models, not static lists balancing inbound, outbound, ABM, and any PLG or product‑qualified lead motions.
• Funnel Health & Conversion: Own key funnel performance from response to opportunity, continuously improving lead‑to‑opportunity conversion rates, meeting quality, and time‑to‑first‑meeting through process design, coaching, and instrumentation.
• Tech Stack Ownership: Partner with Sales Ops, Marketing and Revenue Acceleration to define, implement, and optimize the SDR tech stack (e.g., Salesforce, sales engagement platform, intent and enrichment tools, data providers, conversational intelligence) so tools surface actionable insights, reduce friction, and are consistently adopted.
• Reporting & Insights: Drive a clear, reliable reporting framework and dashboards that give visibility into volume, quality, coverage, conversion, and productivity by segment, region, and team, enabling proactive course corrections.
• Global Enablement Engine: Collaborate with Revenue Acceleration to design and deliver world‑class onboarding and ongoing enablement for the global SDR team, using data (e.g., call scores, sequence performance) to tailor coaching and content.

What Success Looks Like (6‑12 Months)

• Consistently achieves or exceeds sourced pipeline targets for enterprise and strategic segments globally.
• Improves key funnel metrics (response → meeting, meeting → opportunity, opportunity → close) and reduces time‑to‑first‑meeting and ramp time for new SDRs.
• Increases pipeline coverage and multi‑threaded engagement in top target accounts through signal‑driven, high‑quality outreach.
• Establishes a strong internal talent bench, with a meaningful percentage of SDRs progressing and promotions into quota‑carrying or leadership roles annually.
• Positions the SDR organization as a trusted insights engine for GTM, regularly informing territory strategy, campaigns, and product positioning.
• Builds a globally consistent, data‑driven operating rhythm (QBRs, POD cadences, coaching cadences, experiment reviews) that is adopted across all regions.

Required Qualifications

• Experience:
• 10+ years of experience in Sales or closely related, sales‑centric roles.
• 5+ years specifically leading global SDR / Sales Development / Lead Generation teams in the B2B SaaS space, with a focus on enterprise and/or strategic customer segments.
• Leadership & Culture:
• Proven people‑first leadership track record managing diverse, geographically distributed teams and a genuine passion for developing top talent from varied backgrounds.
• Demonstrated ability to build high‑performing cultures centered on accountability, learning, inclusivity, and psychological safety.
• Modern GTM & AI:
• Demonstrated success building a modern SDR motion leveraging sales engagement platforms, intent data, enrichment, and conversation intelligence.
• Experience evaluating, implementing, and driving adoption of AI and automation within sales development while maintaining message quality, compliance, and brand voice.
• Data, Strategy & Experimentation:
• Strong analytical and experimental mindset; comfortable with funnel diagnostics, cohort analysis, capacity modeling, and A/B testing to guide strategy and investments.
• Ability to translate insights into clear operating rhythms, dashboards, and action plans for SDR and Sales leadership.
• Cross‑Functional Collaboration:
• Experience navigating global, matrixed organizations and building strong, trusting relationships with senior stakeholders in Sales, Marketing, Channel, Product, and Sales Ops.
• Proven success co‑owning pipeline and conversion outcomes in partnership with these teams.
• Technical Fluency & Tools:
• Comfort operating in Salesforce and a leading sales engagement platform (e.g., Salesloft, Outreach, LinkedIn), with the ability to derive insights and influence reporting and process design.
• Proficiency with collaborative and productivity tools (e.g., Google Workspace, Slack, Zoom, ZoomInfo/other data providers).
• Strategic Thinking:
• Demonstrated ability to design and implement thoughtful sales development strategies and procedures that prioritize quality, customer empathy, and long‑term relationships, not just volume.
• Education:
• Bachelor’s degree or equivalent professional experience.

Preferred Qualifications

• Experience in SaaS security, or adjacent enterprise SaaS software domains selling into B2B and large Enterprise segments.
• Prior experience in high‑growth, global organizations undergoing significant transformation or scale‑up.

Base Hiring Range

$165,000‑$235,000 + commissions

Benefits

• Generous PTO & Holiday Schedule
• Parental Leave
• Progressive Healthcare Options
• Retirement Programs
• Opportunity for Education Reimbursement
• Commuter Offset (Specific locations)

Equal Opportunity Statement

We are an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.

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