GTM Strategy Manager at SailPoint

Austin, Texas, United States

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Cybersecurity, SaaSIndustries

Requirements

5-10 years in management consulting, investment banking, or corporate strategy
Experience in high growth SaaS companies, ideally in cybersecurity
Market Research: Analyze industry trends and product synergies to identify, categorize, and prioritize partnership opportunities
Systematic Outreach: Develop tailored pitch decks, support executive discussions, and drive partnership pipeline
Build vs. Buy vs. Partner: Influence how M&A, product, and partnership strategies are aligned
Due Diligence: Develop detailed business cases including revenue forecasts, joint use cases, value propositions, etc
Deal Structuring: Develop mutually beneficial partnership agreements, considering financial, operational, and strategic implications
Negotiations: Support negotiations with potential partners, securing favorable terms and conditions
Legal Documents: Collaborate with legal counsel to draft and review partnership agreements
Tiger Team Leadership: Lead cross-functional resources across GTM, product, and G&A functions on a weekly basis and establish new processes to drive partnership value
Executive Management: Provide quarterly updates to the Senior Executive Team on performance, bottlenecks, and investment requirements
Sales Policy & Collateral: Create sales pitch decks, processes, and incentives
Business Insights: Monitor pipeline / KPIs, identify growth opportunities, and implement data-driven initiatives
Ideally located in Austin, TX (flexible for the perfect candidate)

Responsibilities

Develop business development strategy
Build strategic partnerships including joint product offerings and GTM activities
Work closely with President, CTO, CGO, and COO to build a new team from scratch
Minimal travel for conferences and team building activities
Serve as an individual contributor

Skills

Key technologies and capabilities for this role

Market ResearchPartnership DevelopmentPitch DecksDue DiligenceRevenue ForecastingDeal StructuringNegotiationsLegal AgreementsCross-functional LeadershipExecutive ReportingSales CollateralKPI Monitoring

Questions & Answers

Common questions about this position

What is the salary range for the GTM Strategy Manager role?

For US-based employees, the estimated base salary range is $121,350 - $173,325 - $225,300. Base salaries for other locations are competitive for the employee's home location. This role may also be eligible for the SailPoint Corporate Bonus Plan, role-specific commission, and potential equity participation.

Is this role remote or does it require being in the office?

The role is ideally in Austin, TX, but could be flexible for the perfect candidate. Minimal travel will be required for conferences and team building activities.

What experience and skills are required for this position?

Candidates need 5-10 years in management consulting, investment banking, or corporate strategy, preferably at high growth SaaS companies in cybersecurity. Key skills include market research, systematic outreach, build vs. buy vs. partner analysis, due diligence, deal structuring, negotiations, and tiger team leadership.

What is the team structure like for this role?

This is a high visibility individual contributor role in building a new team from scratch, working closely with the President, CTO, CGO, and COO, and leading cross-functional tiger teams.

What should I include in my application for this role?

Please do not submit a resume over 1 page in length. Strong candidates will have 5-10 years of relevant experience in strategy roles at high-growth SaaS companies.

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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