Enterprise Sales Representative

Employment Type: Full-time

Position Overview

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

We are seeking an experienced Enterprise Sales Representative to sell our IGA Solution Suite to organizations with revenues between $2-$5 billion. This primarily SaaS offering is central to an organization's enterprise security. The role requires a sales executive adept at navigating multinational accounts, typically engaging at the C-level. Success in this position relies on previous experience in SaaS, Cyber-sec, or IAM/IGA to negotiate high-value contracts within typically lengthy sales cycles.

Responsibilities

• Achieve quota by engaging with approximately 30 target customers using the Challenger sales methodology.
• Manage a sales motion that typically involves a large number of Proofs of Concept (POCs), Business Value Assessments (BVAs), and Requests for Proposals (RFPs).
• Sell directly to end-users and leverage the support of influential channel partners, including Global System Integrators (GSIs) like Deloitte, PwC, EY, and KPMG.
• Gain a thorough understanding of prospective clients' businesses, industries, and corresponding IT initiatives.
• Identify business drivers and needs that SailPoint can address.
• Develop compelling business value propositions for SailPoint's solutions.
• Close business and develop and maintain 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.
• Ensure a buddy is assigned and meet with them at least once a week.
• Demonstrate understanding of financial terms and how financial success is measured at SailPoint.
• Familiarize yourself with SailPoint's acronyms and technical terms to actively participate in meetings.
• Obtain your department's and team's strategic objectives from your manager, understanding your role within them.
• Achieve the "Bosun" enablement badge.

End of Second Month Milestones:

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

Requirements

• Experience in Enterprise Sales, specifically selling to $2B-$5B organizations.
• Proven experience in SaaS, Cyber-sec, or IAM/IGA.
• Experience navigating multinational accounts, typically at the C-level.
• Ability to negotiate high-value contracts within lengthy sales cycles.
• Proficiency in the Challenger sales methodology.
• Strong understanding of prospective clients' businesses and industries.
• Excellent relationship-building and communication skills.
• Familiarity with CRM systems (e.g., SFDC) and maintaining accurate records.

Company Information

SailPoint is the leader in Identity Security for the modern enterprise. We are a high-growth SaaS organization focused on Identity Governance and Administration (IGA). Our mission is to help organizations manage and secure digital identities, reducing risk and enabling faster digital transformation. We are proud of our culture, recognized by our employees as a "best place to work" for 10 consecutive years.

Application Instructions

Please refer to the original job posting for specific application instructions.