SailPoint

Digital Sales Representative

California, United States

Not SpecifiedCompensation
Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level
Full TimeJob Type
UnknownVisa
Enterprise Software, Identity and Access ManagementIndustries

About the Role

Employment Type: Full time

SailPoint is looking for a talented, enthusiastic, and motivated Digital Sales Representative who will be responsible for driving sales growth through proactive outreach, relationship building, and strategic sales tactics. Using your experience in SaaS (Software as a Service) opportunity creation & sales, you will be responsible for delivering a positive customer experience using the SailPoint sales model while maximizing revenue in target accounts. In this role, you will be linked with a team of field sales counterparts (Outside Account Executive, SEs, Channel Partners, etc.) helping to penetrate new accounts and cross-sell into existing SailPoint accounts. The ideal candidate is a dynamic individual with effective communication skills, very well organized, a knack for persuasion, and a deep understanding of digital sales techniques.

Qualifications

  • Current experience in Enterprise Software Sales in an ISR type of role.
  • Proven ability to close (small) deals successfully - this is a closing role.
  • Must live in Austin, Chicago, CA, or DC.
  • A bachelor’s degree is strongly preferred.
  • Healthcare experience is a plus but not required.

The Path to Success

Within the first month your goals will include:

  • Complete Getting started Checklist, including Pre/Post Revenue Onboarding Coursework, attending HR onboarding Sessions, Access Identity University, and complete role specific suggested courses.
  • Familiarize yourself with the High-level Function Org Chart; a high-level understanding of our main 5 business functions and the teams that compose them.
  • Make use of all video collateral to augment onboarding training.
  • Learn the SailPoint pitch.
  • Meet the team – Digital Sales, your AE’s, Marketing, Channel, Sales Leadership. (Schedule intro meetings with key stakeholders as identified by your manager)
  • Meet your buddy and set up Bi-weekly meetings & 1 to 1’s with your manager.
  • Listen in and shadow your first discovery call.
  • Ensure access to and familiarity with all tools in your digital tech stack.
  • Walk your manager through prospecting efforts with LinkedIn, 6Sense, Outreach, ZoomInfo.
  • Demonstrate knowledge in how to uncover corporate insights and persona-based imperatives.
  • Demonstrate how to sequence prospects, both outbound and inbound, effectively action all leads within time bound SLAs, and convert to opportunities within Salesforce.

By the time you have been with SailPoint for 3 months you will have:

  • Completed Revenue Onboarding.
  • Completed mock discovery call and refined SailPoint Pitch.
  • Created a development plan for yourself and reviewed with your manager for alignment.
  • Continued to have periodic meetings with your buddy.
  • Shadowed 4 Discovery Calls.
  • Aligned and mapped your top 4 accounts.
  • Made your first 10 calls in Outreach.
  • Booked your first discovery call.
  • Created a minimum of one opportunity in Salesforce.
  • Delivered against Core KPI’s as documented in KPI Dashboard.

By the end of your first 6 months, along with the previous milestones you will have:

  • Achieved funnel & pipeline targets and all critical activities managed through the KPI dashboard.
  • Closed a deal, as marked by DSR Closer, with support from AE (Account Executive).

By the end of your first 12 months at SailPoint, along with the content in the previous milestones you will have:

  • Delivered against yearly target for funnel and pipeline.
  • Maintained KPI results on track with targets.
  • Closed deals independently without support of AE.

Benefits and Compensation

Benefits and Compensation listed vary based on the location of your employment and the nature of your employment with SailPoint. As a part of the total compensation package, this role may be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission, along with potential eligibility for equity participation. SailPoint maintains broad salary ranges for its roles to account for variations in knowledge, skills, experience, market conditions.

Skills

SaaS
Sales
Customer Relationship Management
Enterprise Software Sales
ISR
Deal Closing
Communication Skills
Organization
Persuasion
Digital Sales Techniques

SailPoint

Provides identity security solutions for enterprises

About SailPoint

SailPoint provides identity security solutions that help organizations manage and protect digital identities. Its main products, including IdentityIQ, IdentityNow, and File Access Manager, assist businesses in ensuring compliance with regulations, reducing risks, and controlling access to sensitive information. These products work by giving organizations visibility into who has access to what data, allowing them to manage permissions effectively. SailPoint stands out from competitors by utilizing advanced technologies like artificial intelligence and machine learning to enhance its identity governance capabilities. The company's goal is to be a trusted partner for enterprises in navigating the complexities of identity security, ensuring that they can securely manage access to their critical information.

Austin, TexasHeadquarters
2004Year Founded
$20.7MTotal Funding
IPOCompany Stage
Cybersecurity, AI & Machine LearningIndustries
1,001-5,000Employees

Risks

Emerging identity management startups increase competition, potentially eroding market share.
Rapid technological changes may outpace SailPoint's innovation, risking solution obsolescence.
Integration challenges with acquisitions like SecZetta may disrupt services or misalign strategies.

Differentiation

SailPoint specializes in managing and securing digital identities for enterprises.
The company leverages AI and machine learning to enhance identity security solutions.
SailPoint's IdentityIQ provides visibility and control over user access.

Upsides

Growing demand for remote work security boosts SailPoint's remote access management features.
Rising adoption of AI-driven identity analytics aligns with SailPoint's AI capabilities.
Increased regulatory requirements drive demand for SailPoint's identity governance solutions.

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