Director, Sales - SLED

The role

The Regional Director of Sales for SLED East leads a team of Strategic Account Executives serving State, Local, Higher Education, and K–12 customers. This leader manages regional strategy, pipeline creation, forecast discipline, and partner activation to drive revenue growth.

What you will do

• Lead, coach, and develop a team of Strategic Account Executives.
• Create and execute the SLED East go-to-market strategy.
• Build early-stage demand and new-logo pipeline through executive outreach and partner intelligence.
• Position the identity-security platform against SLED priorities.
• Lead opportunity execution from discovery through award and expansion.
• Maintain an accurate, evidence-based forecast.
• Build trusted relationships with state CIO, CISO, CTO, and other executive stakeholders.
• Develop and activate a national and regional partner ecosystem.
• Orchestrate cross-functional pursuit teams.
• Coach the team on public-sector buying behavior and sales methodologies.

Required qualifications

• 8+ years of enterprise software, SaaS, cybersecurity, or technology sales experience.
• 3–5 years leading quota-carrying sales teams.
• Consistent record of meeting or exceeding revenue targets and developing new public-sector logos.
• Direct SLED experience leading a SLED sales team across multiple states and account segments.
• Strong relationships and market knowledge across the Eastern U.S. SLED landscape.
• Working knowledge of SLED and education budget cycles, procurement, and contracting.
• Success creating and progressing opportunities before an RFI/RFP.
• Experience leading executive conversations with CIOs, CISOs, CTOs, and other leaders.
• Strong understanding of identity security, IAM, CIAM, and Zero Trust.
• Ability to connect identity strategy to SLED mission outcomes.
• Familiarity with CISA Zero Trust guidance, NIST Digital Identity Guidelines, CJIS, and FERPA.
• Fluency with Salesforce and related sales tools.

Nice to have

• Experience selling or leading in identity security, cybersecurity, IAM, CIAM, fraud prevention, or identity verification.
• Experience with higher-education consortia, K–12 districts, state education agencies, or multi-campus environments.
• Established relationships with national and regional public-sector resellers, distributors, and partners.
• Familiarity with emerging identity requirements for AI agents and machine-to-machine access.
• Bachelor’s degree or equivalent experience.
• Relevant identity, cybersecurity, public-sector, or sales leadership certifications.

Benefits

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

About the company

Ping Identity provides an intelligent, cloud identity platform. The company is headquartered in Denver, Colorado, and serves large enterprises worldwide.