Sales Executive

Position Overview

SailPoint is the leader in identity security for the modern enterprise, leveraging AI and machine learning to provide central control for risk management. As a high-growth SaaS organization recognized by Gartner, SailPoint offers a unique multi-tenant, microservices-built SaaS IGA solution and an AI/ML-powered Identity Security platform. We empower organizations to understand their data, its location, and who has access, thereby accelerating digital transformation and reducing risk. SailPoint has been voted a "best place to work" for 10 consecutive years.

Employment Type

Full-time

Location Type

Not specified

Salary

Not specified

Responsibilities

As an Enterprise Sales Representative, you will be responsible for selling our IGA Solution Suite to organizations with revenues between $2-$5 billion. Key responsibilities include:

• Navigating multinational accounts, typically engaging with C-level executives.
• Utilizing previous experience in SaaS, Cyber-sec, or IAM/IGA to negotiate high-value contracts within a lengthy sales cycle.
• Applying the Challenger sales methodology to achieve quota by engaging with approximately 30-35 target customers.
• Managing a sales motion that involves a significant number of Proofs of Concept (POCs), Business Value Assessments (BVAs), and Requests for Proposals (RFPs).
• Selling directly to end-users and leveraging the support of influential channel partners, including Global System Integrators (GSIs) like Deloitte, PwC, EY, and KPMG.
• Gaining a thorough understanding of prospective clients' businesses, industries, and IT initiatives.
• Identifying business drivers and needs that SailPoint can address.
• Developing compelling business value propositions for SailPoint's solutions.
• Closing business and developing trusted relationships with senior-level decision-makers and key buyers within named accounts and partners.

Path to Success

First Month Milestones:

• Establish an internal network and lead interlock meetings with virtual teams and key stakeholders.
• Schedule weekly 1:1 meetings with your Manager, including a TAM review agenda.
• Meet with your assigned buddy at least once a week.
• Demonstrate understanding of financial terms and how SailPoint measures financial success.
• Familiarize yourself with SailPoint's acronyms and technical terms to actively participate in meetings.
• Understand your department's, team's, and your role's strategic objectives.
• Achieve the "Bosun" enablement badge.

Second Month Milestones:

• Sort TAM accounts into sales priority order and reset/clean the pipeline.
• Assign dollar amounts to all "A" accounts and make introductions.
• Develop, present, and receive sign-off from Sales Management on your territory plan.
• Create a stakeholder map for key partners influencing your "A" accounts and devise engagement strategies.
• Present your pipeline growth plan to Management.
• Maintain SFDC hygiene with regular, accurate activity and updates.
• Complete the Crew Member Value Proposition Tool and discuss it with your manager.

Company Information

SailPoint is the leader in Identity Security for the modern enterprise. We harness the power of AI and machine learning to deliver the central control point for risk management. Our global presence continues to grow, creating opportunities for top sales professionals to join our awesome culture. We are a Gartner top-right, high-growth Identity Security SaaS organization, uniquely positioned with a multi-tenant, microservices-built SaaS IGA solution and an AI/ML Identity Security platform. Our employees have voted us "best places to work" for 10 years in a row.