Senior Director, Sales Engineering
The Role:
As a Senior Director, Sales Engineering at Ping Identity, you will lead a regional Sales Engineering organization with responsibility for performance, talent, operational excellence, and strategic alignment across the region. You will partner closely with Sales leadership, Product, Marketing, Customer Success, and global Sales Engineering peers to ensure the function delivers strong customer outcomes, scales effectively, and contributes meaningfully to business growth.
This role calls for an experienced business leader who can translate strategy into execution, build a high-performing leadership team, and stay close to the most important opportunities, customers, and organizational priorities. You will shape how Sales Engineering engages in critical deals, develop the talent and capabilities needed for future growth, and ensure the organization operates with consistency, quality, and discipline.
You will work across industries, regions, and functions to elevate Sales Engineering’s impact on revenue, customer trust, product feedback, and long-term company performance. This is a role for a leader who combines strong pre-sales judgment with executive presence, operational rigor, and a clear point of view on how to scale technical sales excellence.
Responsibilities:
Lead a regional Sales Engineering organization, overseeing regional leaders and teams to ensure strong technical engagement, customer outcomes, and alignment to business priorities.
Define and execute the Sales Engineering strategy for the region, aligning team structure, investments, and operating rhythms to revenue goals, market priorities, and company strategy.
Partner closely with Sales leadership to align technical sales approaches, coverage models, and strategic account support with the needs of the business and the customer.
Serve as the executive sponsor and ultimate escalation point for the most critical customer and partner situations, while providing executive-level leadership on strategic and complex sales opportunities.
Build and develop a high-performing Sales Engineering team through coaching, succession planning, manager development, and disciplined talent reviews, while fostering an inclusive, high-accountability culture.
Define the long-term vision for organizational capability, platform expertise, and resource alignment across Sales Engineering, using data, planning, and development programs to prepare the team for current and future business needs.
Drive operational excellence by setting standards for qualification, demonstrations, proofs of concept, RFx responses, and the broader quality of technical engagements, while using dashboards, KPIs, and reviews to improve execution.
Champion customer-first feedback loops and strong cross-functional alignment with Product, Marketing, Enablement, Customer Success, and global Sales Engineering peers, while leading initiatives that improve cost of sale, scalability, innovation, and overall business performance. Able to travel 25% to 50% as needed.
Required Skills & Qualifications:
Bachelor’s degree in Computer Science, Engineering, or a related field, or equivalent experience.
10+ years of experience in sales engineering, pre-sales, or related customer-facing technical roles within enterprise software, cybersecurity, or identity and access management.
7+ years of leadership experience, including leading leaders and managing organizations through scale, change, and growth.
Proven success building and leading high-performing Sales Engineering teams in a solution-oriented environment.
Strong business acumen with the ability to align technical strategy, organizational design, and resource investment to company goals.
Strong understanding of identity and access management, cybersecurity, enterprise architecture, and the market dynamics shaping digital identity, including SaaS and hybrid delivery models.
Executive presence and proven ability to engage effectively with VP- and C-level customer stakeholders as well as internal senior leadership.
Demonstrated ability to improve technical sales excellence across qualification, discovery, demonstrations, proofs of concept, RFx responses, and complex deal cycles.
Proven ability to define and use KPIs, dashboards, and data analysis to guide decisions, improve execution, and measure organizational impact.
Strong interpersonal, communication, and cross-functional leadership skills, with the ability to influence across organizational boundaries and break down silos.
Ability to thrive in a fast-paced, evolving environment while bringing structure, clarity, and momentum to ambiguous situations.
Capable of working remotely and traveling regularly.
Ideal Candidate Skills:
Extensive experience across IAM, CIAM, workforce identity, fraud, verification, governance, or related identity domains.
Experience leading regional or multi-region Sales Engineering organizations with strong alignment to global peers and cross-functional executives.
Track record of improving team capability through structured development programs, succession planning, manager development, and scalable enablement.
Strong familiarity with sales and operational systems used to track performance, improve planning, and optimize technical sales execution.
Experience driving organizational change, workforce planning, operating model evolution, and cost-efficiency initiatives.
Industry certifications or other credentials related to sales engineering, cybersecurity, or technical leadership are a plus.
Base Hiring Range: $193,000 - $230,000
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.