Strategic Account Executive at Ping Identity

About this role

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. And it's not just something we provide our customers. It's something that inspires our company. People don't come here to join a culture that's built on digital freedom. They come to cultivate it. Our intelligent, cloud identity platform lets people shop, work, bank, and interact wherever and however they want. Without friction. Without fear. While protecting digital identities is at the core of our technology, protecting individual identities is at the core of our culture. We champion every identity. One of our core values, Respect Individuality, reminds us to celebrate differences so you are empowered to bring your authe

About sales roles

Sales pay structures matter as much as the base salary — ask about OTE (on-target earnings), quota, commission accelerators, and ramp-up. SDR/BDR roles are entry-level; AE is the first quota-carrying role; AM is post-sale.

Typical skills: CRM (Salesforce/HubSpot), outbound prospecting, discovery questions, objection handling

Gear that helps in this role

Common sales desk gear:

📚 Sales books → 🎧 USB headset for calls → 💳 Custom business cards → 📔 Leather meeting notebook →

Affiliate links — small commission to us at no extra cost to you.

Salary insights (US, rough)

Typical range for sales roles in the US is $50,000–$250,000/year, varying widely with seniority, company stage, and city.

Estimates only. For company-specific numbers, check levels.fyi (tech), Glassdoor, or ask in the interview.

How to prep for the interview

Sales interviews almost always include a role-play: the interviewer pretends to be a prospect, and you have to walk through discovery, qualification, and a hand-off to the next step. Prepare 5–6 great discovery questions and practice them out loud — they should sound natural, not scripted.

Also expect: "Walk me through your last quota / how did you hit it" (numbers, not vibes), "Tell me about a deal you lost — why?", and "How do you handle a prospect who ghosts you?" For SDR / BDR roles, expect a cold-call or cold-email exercise. Ask early about OTE breakdown, ramp period, and quota attainment across the team — those answers tell you whether the role is actually achievable.

Where this role typically leads

Sales is the most ladder-clear function: SDR / BDR (entry, outbound) → AE (full-cycle, quota carrier) → Senior AE → Enterprise AE / Strategic AE → Sales Manager → Director / VP Sales. Some great AEs deliberately stay IC for the OTE — top enterprise AEs at SaaS companies regularly clear $400k+ without ever managing.

The make-or-break transition is SDR → AE: it usually takes 12–18 months as an SDR, and you have to be aggressive about asking for the move. After AE, the next big jump is moving from mid-market to enterprise deals (longer cycles, bigger ACVs, more political). Sales management is a different job — many top AEs are bad managers, and that's OK.

Red flags to watch for

OTE quoted without quota attainment data. "OTE $200k" means nothing if nobody on the team is actually hitting quota. Ask explicitly: "What % of the team hit quota last year?"
Aggressive ramp expectations. "Hit quota by month 3" for an enterprise role with 6-month deal cycles is mathematically impossible.
No SDR / BDR support for AE roles. You'll spend half your time prospecting and miss quota.
"Top performers earn $X" buried in fine print as the only comp data. Real sales orgs share median attainment openly.

Frequently asked questions

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What does a sales role typically involve?

Sales pay structures matter as much as the base salary — ask about OTE (on-target earnings), quota, commission accelerators, and ramp-up. SDR/BDR roles are entry-level; AE is the first quota-carrying role; AM is post-sale.

What's the typical salary range for sales roles in the US?

Roughly $50,000–$250,000 USD/year, depending on seniority, location, and company stage. This is a wide range on purpose — verify against levels.fyi or Glassdoor for the specific company.

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