• Guide and manage the activities of the Enterprise Account Executives to ensure that company revenue goals and objectives are exceeded • Juggle the closing of current-quarter deals while nurturing longer-term opportunities • Coordinating and leading weekly and monthly one-on-one and team pipeline reviews, meetings, and training sessions to ensure ongoing improvement and best-practice sharing. • Running daily and weekly activities, pipelines, forecasts, and closing deals to ensure above-quota results based on successful pipeline management • Attracting, hiring, onboarding, and retaining top sales talent • Display a detailed understanding of business needs and revenue potential for Enterprise accounts in the assigned region

• Provide executive leadership and strategic oversight across service lines for Workers’ Compensation (WC) & Motor Vehicle Accidents (MVA). • Define the vision, strategy, and operating model for WC and MVA. • Ensure sustained revenue growth and operational excellence. • Identify opportunities, mitigate risk, and drive innovation. • Establish frameworks and performance expectations for effective execution by the leadership team.

• Define, build, and continuously refine the global technology partnership roadmap to align with corporate growth objectives and evolving market dynamics. • Identify and prioritize high-value alliances with cloud providers, GSIs, and independent software vendors (ISVs) to expand our market footprint. • Embed partners into the core GTM motion—co-selling, co-building, and co-delivering with Product, Engineering, Sales, and Customer Experience to drive joint customer outcomes. • Scale and mentor a high-performing team of partnership professionals, fostering a culture of accountability and innovation. • Lead high-stakes negotiations for complex, multi-year partnership agreements that protect company interests while maximizing mutual value. • Drive the development of joint solutions that ensure interoperability and deliver outsized value to our shared customer base. • Own partner-sourced and partner-influenced revenue, pipeline contribution, and attach rates, and establish rigorous KPIs and partnership health metrics for the executive leadership team and Board. • Serve as a primary spokesperson and thought leader at industry events, positioning Ping Identity as the partner of choice in the IAM space. • Advocate for partner needs internally to ensure engineering roadmaps and sales incentives support a "partner-first" philosophy.

Role Description - Maintain and expand an active referral source network consisting of lenders, bankers, private equity firms, investment bankers, brokers and other sources. - Generate qualified prospect referrals from contacts, referral sources and network relationships by maintaining frequent contact with your network. - Interact with prospective borrowers (by phone and face-to-face visits) to introduce MidFirst Business Credit, and to gather all credit data necessary to qualify the prospective borrower. - Prescreen prospective borrowers by reviewing financial, collateral and industry data and comparing against MidFirst Business Credit's loan policy and sales process guidelines. - Evaluate and understand financial condition and deal quality and make recommendations to MidFirst Business Credit's management. - Prepare a detailed and complete deal package on prospective borrowers and deliver to MidFirst Business Credit's deal team for review. - Submit and negotiate financing proposals to qualified prospective borrowers. - Attend local and regional networking events. - Be active in industry associations such as ACG, TMA and CFA. - Input sales activities and maintain prospect data in Salesforce.com. - Maintain timely and accurate records of all sales calling efforts. Qualifications - Bachelors Degree preferred. - 5-10 years of relevant business development experience in lending, with a preference for asset-based lending experience. - Must have an established and effective network of referral sources. - Generate a minimum of 50-75 leads each year, resulting in a minimum of 10 term sheets issued and 4-5 deal closings. - Must have an entrepreneurial attitude, and when working remotely, must be able to wisely manage time and expenses. - Must conduct self in a professional manner at all times, and in all business situations reflecting a courteous, conscientious, and sophisticated and businesslike manner in all dealings. Requirements - Travel is a significant requirement for this position. Expectation is that the BDO will travel about 50% of the time.