• Support the build and implementation of sales approaches, workflows, and resources that improve Commercial Sales efficiency • Identify, document, and implement standard methodologies that drive consistency, efficiency, and measurable sales performance • Lead the ongoing management, optimization, and adoption of the current Sales CRM platform • Partner with Commercial Sales leadership to align CRM functionality with sales workflows, client engagement, and reporting needs • Drive continuous improvement through process refinement, performance insights, and feedback from the field • Enable clear, effective communication across Commercial Sales by improving tools, data visibility, and process clarity • Serve as a key liaison between sales, operations, and other internal partners to ensure alignment and execution

• Creates, implements, measures and reviews a strategic or operational plan that drives achievement of business goals aligned to overall Ping strategy • Uses mechanisms such as territory planning, account plans, opportunity inspection, pipeline management, account reviews, forecast calls, etc. • Advises and coaches the sales team around how to position and articulate Ping Identity’s value proposition at enterprise customers, thus increasing the average deal size • Identifies and pursues opportunities to expand business activities within areas of responsibility • Leverages GSIs & other partners to help source, develop and progress business • Plans and controls the expense associated with the area of responsibility even if not responsible for overall cost center • Establishes working relationships with external parties which supports the achievement of business goals • Is conversant with Ping Identity’s systems and procedures and ensures effective use of and conformance to standard business practices and tools (i.e. SFDC – SalesForce.com) • Communicates Ping Identity’s vision and aligns team and personal goals to achieve business results • Provides direction and guidance, mentoring and development of the field team • Lives teamwork and promotes cross-functional collaboration • Recruits, builds and develops the team to deliver business results; Identifies, develops and promotes high potential employees • Recommends and/or approves people-related decisions – hiring, promotions, merit increases, rewards & recognition, training initiatives, etc. • Drives performance review and development planning process with annual and quarterly review meetings • Has established multi-vertical C level contacts in large enterprise customers • Has an established partner/SI network and is used to working with partners on projects • Builds relationships with customers (internal or external) as necessary providing customer escalation management as necessary for problem resolution • Provides support for customer relationship management as necessary and drives initiatives which result in improvement in customer satisfaction • Drives initiatives which result in improvement in customer satisfaction

• Proactively source, pitch, and onboard institutional prospects, specifically targeting hedge funds, family offices, and proprietary trading firms. • Effectively position the Crypto.com ecosystem—including the Exchange, OTC desk, and Custody solutions—to meet the specific needs of institutional traders. • Drive the end-to-end onboarding process, coordinating with Legal, Compliance, and Operations to ensure a seamless "time-to-trade" for new clients. • Serve as the primary point of contact for your book of business, ensuring high retention and identifying opportunities for upselling or cross-selling new products. • Provide "boots on the ground" feedback to the Product and Strategy teams regarding competitor pricing, feature gaps, and client pain points. • Maintain accurate records of sales activity and forecasts within the CRM, providing regular updates on KPIs such as Trading Volume and Assets under Management (AUM).

• Identifying and reaching out to potential VIP clients (high-volume/advanced traders). • Navigate VIP clients towards the right products and monitor OKRs and KPIs. • Customizing innovative solutions and incentives tailored to high-value customers' needs (e.g., new perks, product features). • Maintaining ongoing contact with VIP clients, tracking feedback, and recommending product improvements. • Providing timely, satisfactory customer service and issue resolution for VIPs, liaising with internal teams. • Attending conferences and community events to engage with potential VIPs and increase awareness.