[Hiring] GTM Solutions Management Director @Ping Identity

Role Description

As Director, GTM Solutions Management, you are accountable for an assigned solution area, turning its priorities into repeatable field execution. You own the solution-area operating plan—from goals and target accounts through sales process, commercial approach, partner alignment, and performance improvement—and collaborate across functions to align content and campaigns with the plan and keep execution focused on pipeline and bookings outcomes.

What You’ll Do

• Set strategy and prioritize accounts:
  • Define solution-area goals and targets.
  • Identify and prioritize target accounts.
  • Embed them in the account-planning process.
  • Participate in planning for key accounts and strategic pursuits.
• Design sales execution and support complex deals:
  • Define the sales process, tools, commercial model, subject-matter-expert coverage, and key handoffs, including partner engagement where relevant.
  • Help structure and price strategic or complex deals.
  • Serve as a customer-facing resource for key accounts and pursuits.
• Align content, campaigns, and product feedback:
  • Partner with Product and Marketing to shape and execute the solution-area content roadmap.
  • Ensure timely assets and align campaigns to priorities, target accounts, messaging, and pipeline goals.
  • Adjust based on performance.
  • Consolidate customer and field feedback to inform Product priorities for features, capabilities, and pricing models.
• Measure and improve performance:
  • Analyze pipeline, bookings, conversion, and win/loss results alongside customer and field signal.
• Orchestrate cross-functional execution:
  • Align Sales, Product, and Marketing on priorities, ownership, dependencies, and handoffs.
  • Translate product changes and competitor moves into updated sales plays, field guidance, and customer support for strategic pursuits.
• Build and optimize AI-enabled processes:
  • Identify workflow friction across account planning, field enablement, deal support, and performance reviews.
  • Build or adapt AI-enabled workflows, test them with users, and measure improvements in speed, quality, or consistency.

Qualifications

• 5+ years in GTM program management, solutions management, product marketing, sales enablement, or a related role within enterprise SaaS or technology.
• Experience designing and rolling out solution sales motions, plays, or account-targeting approaches.

Requirements

• Proven ability to manage complex cross-functional programs, define commercial models and pricing approaches, support complex deal structuring, and impact pipeline velocity and bookings.
• Comfort engaging enterprise buyers and serving as a domain expert in critical deal cycles; able to communicate recommendations clearly with senior stakeholders.
• Strong analytical capability using pipeline health, bookings, conversion, and win/loss data to guide strategic adjustments and track performance; able to build and explain spreadsheet analyses.
• Ability to align Sales, Product, Marketing, partner, and executive stakeholders around shared revenue targets, account strategies, ownership, and follow-through.
• Skill in synthesizing customer and field feedback into actionable recommendations on features, capabilities, content, and pricing considerations.
• Comfort defining work in ambiguous, fast-changing environments and hands-on experience using AI to build or improve workflows, accelerate analysis and synthesis, and improve execution.

Benefits

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