Digital Sales Representative

1 Year ago • All levels • Sales • $58,380 PA - $108,500 PA

Job Summary

Job Description

SailPoint is seeking a talented and motivated Digital Sales Representative to drive sales growth through proactive outreach, relationship building, and strategic sales tactics. This role involves using SaaS experience to create opportunities and deliver a positive customer experience while maximizing revenue in target accounts. You will collaborate with field sales counterparts to penetrate new accounts and cross-sell into existing ones. The ideal candidate possesses effective communication skills, organization, persuasion abilities, and a strong understanding of digital sales techniques. The role outlines a structured path to success with milestones for the first month, three months, six months, and twelve months, focusing on training, skill development, and achieving sales targets.
Must have:
  • SaaS opportunity creation & sales experience
  • Effective communication skills
  • Deep understanding of digital sales techniques
  • Complete Challenger Sales Training
  • Action all leads within time bound SLAs
  • Convert leads to opportunities in Salesforce
Good to have:
  • Proactive outreach
  • Relationship building
  • Strategic sales tactics
  • Deliver positive customer experience
  • Maximize revenue in target accounts
  • Penetrate new accounts
  • Cross-sell into existing accounts
  • Very well organized
  • Knack for persuasion
  • Familiarize with organizational structure
  • Use video collateral for training
  • Learn the SailPoint pitch
  • Schedule intro meetings
  • Shadow discovery calls
  • Familiarity with digital tech stack
  • Prospecting via LinkedIn, 6Sense, etc.
  • Uncover corporate insights and persona imperatives
  • Sequence prospects effectively
  • Complete Revenue Onboarding
  • Refine SailPoint Pitch
  • Develop a personal development plan
  • Meet with assigned buddy
  • Map top accounts
  • Make first calls in Outreach
  • Book first discovery call
  • Create first opportunity in Salesforce
  • Deliver against Core KPI's
  • Achieve funnel & pipeline targets
  • Close a deal with AE support
  • Deliver against yearly target
  • Maintain KPI results
  • Close deals independently
Perks:
  • Health and wellness coverage
  • Disability coverage
  • Life insurance
  • Accidental Death & Dismemberment (AD&D)
  • Supplemental life insurance
  • Flexible spending accounts
  • 401(k) Savings and Investment Plan with company matching
  • Flexible vacation policy
  • 8 paid holidays annually
  • Sick leave
  • Paid parental leave
  • Employee Assistance Program (EAP)
  • Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
  • Health Savings Account (HSA) with employer contribution

Job Details

Are You Ready to Make an Impact in Identity? 
We hire the best to work with the best. Every SailPoint Crew Member embodies four characteristics. 

 
Wicked Smart 
Our people are the best and the brightest in our field and are always looking to grow and learn more. 
Determined 
With the right training and resources, our people drive their own projects, without micromanagement. 
Communicative 
Knowing what is going on in the company and in the industry requires two-way communication – both from our employees and from our leadership.
Collaborative 
We’re all on the same crew, and we like working both on our own and with each other – in the office, at community events or brainstorming over happy hour. 

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. 

The Path to Success

Our most successful DSR’s achieve these milestones to achieve early productivity & 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.
  • Complete Challenger Sales Training
  • 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, TechTarget, 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 Challenger Sales Training & Introduction to Commercial Insights.
  • Completed Revenue Onboarding. 
  • Completed mock discovery call and refined SailPoint Pitch.
  • Commenced the development plan process by reviewing the "Building a Plan" Guru Card.
  • 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.

Education requirements: Bachelors degree or equivalent work experience

Excited? We can’t wait to hear from you! Apply to join the #SailPointCrew!

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 and locations, as well as reflect SailPoint’s differing products, industries, and lines of business. Candidates are typically placed into the range based on the preceding factors as well as internal peer equity. We estimate the base salary, for US-based employees, will be in this range from (min-mid-max, USD):

$58,380 - $83,440 - $108,500

Base salaries for employees based in other locations are competitive for the employee’s home location.

Benefits Overview

1. Health and wellness coverage: Medical, dental, and vision insurance

2. Disability coverage: Short-term and long-term disability

3. Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)

4. Additional life coverage options: Supplemental life insurance for employees, spouses, and children

5. Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account

6. Financial security: 401(k) Savings and Investment Plan with company matching

7. Time off benefits: Flexible vacation policy

8. Holidays: 8 paid holidays annually

9. Sick leave

10. Parental support: Paid parental leave

11. Employee Assistance Program (EAP) and Care Counselors

12. Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options

13. Health Savings Account (HSA) with employer contribution

SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law.  

Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact applicationassistance@sailpoint.com or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations.  NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.

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About The Company

SailPoint is a leading provider of identity security for the modern enterprise. Enterprise security starts and ends with identities and their access, yet the ability to manage and secure identities today has moved well beyond human capacity. Using a foundation of artificial intelligence and machine learning, the SailPoint Identity Security Platform delivers the right level of access to the right identities and resources at the right time—matching the scale, velocity, and environmental needs of today’s cloud-oriented enterprise.

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