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, 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 owns 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 Revneue 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 and 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 B to B 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

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.

Responsible for feeding the sales pipeline in the DACH region by identifying and developing new sales leads to pass on to the sales organization. Focuses on sourcing, contacting, educating, and qualifying new prospects via phone and email to create sales-ready opportunities. In conjunction with inbound marketing leads, qualifies and sets up initial discovery calls for the sales team within assigned territories.

Main Responsibilities:

• Produce qualified meetings for Sales that convert into pipeline opportunities
• Achieve key metrics for sales growth on a monthly and quarterly basis
• Know what it takes to meet or exceed your goals and maintain the momentum to do so
• Identify prospective companies as potential customers
• Perform research on companies as a component of lead generation and qualification activities utilizing the web and other available research tools
• Navigate through an organization to get what you need
• Build and maintain alignment and positive partnerships with Sales and Marketing to meet regional objectives
• Leverage any opportunity you can to learn about the market and the business
• Work with mentors to set goals for yourself 
• Ensure use and data integrity of Salesforce (CRM) and Sales Engagement Tool

Required Skills & Qualifications

• Previous experience managing prospects and pipelines via CRM
• Self-starter mentality with a well-developed interpersonal, decision-making, and organizational skills
• Confidence in engaging in conversations with new prospects over the phone
• Experience converting an initial No into a qualified sales call
• Exceptional communication and social media skills are necessary to create multiple access points into the market and prospect accounts
• Ability to acquire and maintain knowledge of the Identity & Access Management market and Ping’s solutions
• Fluent German language skills

Preferred:

• Previous SaaS sales experience
• Bachelor’s degree or equivalent

• Produce qualified meetings for Sales that convert into pipeline opportunities 
• Achieve key metrics for sales growth on a monthly and quarterly basis 
• Learn to meet or exceed your goals and maintain the momentum to do so 
• Assist with research on companies as a component of lead generation and qualification activities utilizing the web and other available research tools 
• Learn how to navigate through an organization to get what you need 
• Build and maintain alignment and positive partnerships with Sales and Marketing to meet regional objectives 
• Leverage any opportunity you can to learn the market and the business 
• Work with mentors to set goals 
• Ensure use and data integrity of Salesforce (CRM) and Sales Engagement Tool 

• Self-starter mentality with interpersonal, decision-making, and organizational skills 
• Confident engaging in conversations with new prospects over the phone 
• The ability to not take NO as an answer 
• Communication and social media skills are necessary to create multiple access points into the market and prospect accounts 
• Ability to acquire and maintain knowledge of the IAM market and Ping’s solutions 

• Bachelor’s degree or equivalent 

We're looking for a Sales Development Manager to support our growing Sales Development Team. The Sales Development Manager will build our team of motivated reps who help cultivate and qualify prospects for our sales organization to convert into customers. We are looking for a dynamic, operationally-minded leader that takes pride in motivating and coaching. You will build a sales pipeline and sales talent. You will report to the Sr. Director of Global Sales Development. 

Responsibilities:

• Lead the SDR Team (~10 SDRs)  to achieve targets, collaborating with assigned Account Executives.
• Mentor and develop the SDR team on an individual level to foster the growth of sales professionals.
• Develop SDR best practices, refine pitches, and enhance objection handling strategies.
• Exceed monthly SDR team goals, focusing on Meetings, Opportunities, and Pipeline.
• Contribute to the hiring, training, motivation, and coaching of SDRs to elevate them into successful sales professionals.
• Monitor and refine sales lead processes and metrics for continuous improvement.
• Utilize Salesforce and other sales tools effectively.
• Track and analyze the SDR team's activity and results to enhance productivity and effectiveness.
•  Collaborate as a strategic partner across the organization, with a focus on Marketing and Sales departments.

Requirements:

• 2+ years of management experience in Sales, Sales Development, or Inside Sales management within the high technology sector.
• Proven experience in growing and scaling successful sales development teams.
•  Track record of establishing and exceeding measurable goals.
•  Excellent working knowledge of outbound prospecting methodologies, tools, and processes.
•  Ability to collaborate with all levels of management and various departments, including sales, marketing, sales operations, product marketing, and customer success.
•  Proficiency in Excel (basic reporting skills), Salesforce (especially reporting and lead management), and experience with SalesLoft, Zoominfo, 6Sense is a plus.

Base Hiring Range: 

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.