Enterprise Sales Executive

1 Month ago • All levels • Sales

Job Summary

Job Description

SailPoint is a leader in identity security for the modern enterprise, leveraging AI and machine learning for central control of risk management. They are a high-growth SaaS organization with a multi-tenant, microservices-built Identity Governance and Administration (IGA) solution. They are seeking an experienced Enterprise Sales Representative to sell their IGA Solution Suite to large organizations ($2-$5B). The role requires experience in SaaS, Cyber-security, or IAM/IGA, with the ability to navigate multinational accounts and negotiate high-value contracts. The sales approach involves using the Challenger methodology, engaging with target customers, and working with channel partners. The position also requires developing trusted relationships with senior decision-makers and key buyers.
Must have:
  • Experience in SaaS, Cyber-sec or IAM/IGA
  • Experienced in navigating multinational accounts
  • Negotiate high value contracts
  • Utilize Challenger sales methodology
  • Develop and maintain trusted relationships
Good to have:
  • Bachelor's degree in IT, business, or sales
Perks:
  • Voted 'best places to work' 10 years in a row

Job Details

As the leader in Identity Security, SailPoint is the leader in identity security for the modern enterprise. Harnessing the power of AI and machine learning, delivering the central control point for risk management for the enterprise.  SailPoint continues to grow globally and expanding our global presence creates opportunities for top sales people to become a part of our awesome culture. 

We are a Gartner top right, high growth Identity Security SaaS organization: the only company with a multi-tenant, micro services built SaaS IGA solution and AI and machine learning Identity Security platform.  Organizations don’t know what data they have; let alone where it resides and crucially: who/what has access: we help them answer those key questions. Identity security is the central control point for risk management for the enterprise: the easiest way to implement your digital transformation faster and reduce risk.

Our employees voted us “best places to work” – 10 years in a row.

Enterprise Sales Representative

We are seeking an experienced Enterprise Sales Representative, to sell our IGA Solution Suite to $2-$5B organizations.  Primarily a SaaS offering, our IGA Solution Suite sits at the heart of an organization’s enterprise security.  The position requires a sales executive who is experienced in navigating multinational accounts, generally at C level.  The successful candidate will use their previous experience in SaaS, Cyber-sec or IAM/IGA to negotiate high value contracts across what is generally a lengthy sales cycle.

Using the Challenger sales methodology, quota will be achieved by engaging with approximately 30 target customers: typically, there will be a large number of POC’s, BVA’s & RFP’s as a part of the sales motion.  Route to market is selling to end users directly and also leveraging the support of our influential channel partners, including the GSI’s, such as Deloitte, PwC, EY, KPMG. Our Sales Executives gain a thorough understanding of prospective client's business and the industry in which they compete, the corresponding IT initiatives, identifying business drivers/needs which the company can help resolve, developing compelling business value propositions for our solutions and ultimately closing business. They will also develop and maintain trusted relationships with senior level decision makers and other key buyers within the named accounts and partners.

The path to success:

In setting the right foundations, you should achieve these milestones during your 1st month with the company.

  • Established internal network & led interlock meetings with virtual teams & key stakeholders.

  • Schedule weekly 1:1 meeting cadence with your Manager with TAM review agenda.

  • Ensure you have a buddy assigned and meet with them at least once a week.

  • Demonstrate your understanding of financial terms and how we currently measure financial success at SailPoint.

  • Familiarize yourself with SailPoint's language of acronyms and technical terms so you can actively participate in meetings.

  • Ask your manager to share the strategic objectives of your department followed by your team's objectives and finally where your role fits in.

  • Achieved “Bosun” enablement badge.

Continuing to build those foundations you should have achieved these milestones by the end of your 2nd month. 

  • Sorted TAM accounts into Sales priority order and reset/clean pipeline.

  • Set $ amounts next to all “A” accounts & make introductions with them.

  • Territory plan developed, presented and signed off by Sales Management

  • Created a stakeholder map for key partners that are influencers in your “A” accounts and devised approaches to connect with them.

  • Presented pipeline growth plan to Management.

  • Demonstrated SFDC hygiene with regular, accurate activity and updates.

  • Complete the Crew Member Value Proposition Tool and schedule time with your manager to discuss.

Building on the foundations, you should have achieved these milestones by the end of your 3rd month. 

  • Implemented an operating cadence with virtual team (meetings in place with clear purpose)

  • Developed strategies to approach “A” accounts - presented to Management and approved.

  • Customers from “A” accounts know who you are – relationship maps in SFDC completed.

  • Achieved “1st Mate” enablement badge.

By the end of your 4th month, in addition to the attainment and continued development of your first 3 months activities, you will have:

  • Created Account plans for all ‘A’ accounts.

  • Created Opportunity plans for all ‘A’ accounts.

  • Presented forecast for self-generated opportunities & expected time/path to 1st sale.

  • Shown progress through sales stages for any inbound/inherited opportunities (from 5-40).

  • Achieved “Sailing Master” enablement badge.

On completing your first successful 6 months at SailPoint, in addition to the previous milestones, you will have:

  • Achieved strong correlation between engagement rate and all ‘A’ accounts.

  • Achieved strong correlation between pitch rate and all ‘A’ accounts.

  • “Quarter Master” enablement badge completed.

  • “Captain” enablement badge completed (including stand and deliver)

Education:

Preferred but not required: Bachelor's degree or global equivalent in an IT, business or sales related field.

Travel:
Business travel of approximately 50 percent yearly is expected for this position

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.

Similar Jobs

Instrumental - Sales Development Representative

Instrumental

(Remote)
7 Months ago
Vimeo - Senior Partner Manager (German Speaking)

Vimeo

London, England, United Kingdom (On-Site)
1 Month ago
Sailpoint - IT System Engineer - Linux

Sailpoint

Pune, Maharashtra, India (On-Site)
1 Month ago
USE Insider - Global Inside Sales Intern - Malaysia

USE Insider

Kuala Lumpur, Federal Territory Of Kuala Lumpur, Malaysia (On-Site)
9 Months ago
Figma - Security Engineer

Figma

San Francisco, California, United States (Remote)
3 Weeks ago
Tesla - Sales Advisor

Tesla

Ferndown, England, United Kingdom (On-Site)
6 Months ago
Sailpoint - Sales Operations Analyst - Strategic

Sailpoint

Austin, Texas, United States (On-Site)
3 Months ago
IGN - National Sales Manager, Consumer (Midwest)

IGN

Chicago, Illinois, United States (Remote)
1 Month ago
Rackspace Technology - Sales Development Specialist

Rackspace Technology

San Antonio, Texas, United States (Hybrid)
2 Months ago
Cypher games - User Acquisition Specialist

Cypher games

Istanbul, İstanbul, Türkiye (On-Site)
1 Month ago

Get notifed when new similar jobs are uploaded

Similar Skill Jobs

GHX - Commercial Enablement Program Manager

GHX

United States (Remote)
1 Month ago
USE Insider - Talent Researcher

USE Insider

State Of São Paulo, Brazil (Hybrid)
3 Months ago
C3 IoT - AI Engagement Manager / Director - Federal

C3 IoT

Tysons, Virginia, United States (On-Site)
2 Months ago
Sprinkler - Principal Project Manager - CCaaS

Sprinkler

United Kingdom (Remote)
1 Month ago
Workato - Principal Total Rewards Partner

Workato

Palo Alto, California, United States (On-Site)
1 Month ago
Bestex Research - Senior Quantitative Developer (Low-Latency, C++)

Bestex Research

Bengaluru, Karnataka, India (On-Site)
1 Month ago
Synthesia - Sales Operations Manager

Synthesia

United States (Hybrid)
4 Weeks ago
deel. - Product Operations Manager, Payroll | UK

deel.

United Kingdom (Remote)
2 Weeks ago
Simcorp - Senior Software Engineer

Simcorp

Noida, Uttar Pradesh, India (Hybrid)
2 Months ago
Newrick Network - Lead Software Engineer

Newrick Network

Canada (Remote)
2 Months ago

Get notifed when new similar jobs are uploaded

Jobs in Philippines

Simcorp - Senior Manager, Technical Application Services

Simcorp

Manila, Metro Manila, Philippines (Hybrid)
2 Months ago
PwC - Audit Manager

PwC

Makati City, Metro Manila, Philippines (On-Site)
9 Months ago
Coda - Senior/Staff Software Engineer

Coda

Manila, Metro Manila, Philippines (Hybrid)
3 Years ago
PwC - ITSDC Associate (Proby)

PwC

Pasig, Metro Manila, Philippines (On-Site)
9 Months ago
WebFX - AI Digital Marketing Specialist

WebFX

Philippines (Remote)
1 Month ago
Evolution  - Video Engineer

Evolution

Cebu City, Central Visayas, Philippines (On-Site)
6 Months ago
NinjaVan - B2B Area Manager (Bicol)

NinjaVan

Bicol, Philippines (On-Site)
10 Months ago
Nice - Senior Technical Writer

Nice

Manila, Metro Manila, Philippines (Hybrid)
1 Month ago
Sony Music Career - Business and Legal Affairs Director

Sony Music Career

Manila, Metro Manila, Philippines (On-Site)
2 Months ago
PwC - Internal Audit Manager

PwC

Makati City, Metro Manila, Philippines (On-Site)
10 Months ago

Get notifed when new similar jobs are uploaded

Sales Jobs

Paytm - Sales Team Lead - QR

Paytm

Kolkata, West Bengal, India (On-Site)
4 Months ago
AdHouse - Sales Manager for High-Ticket Sales sought

AdHouse

Vienna, Vienna, Austria (Hybrid)
2 Weeks ago
Rippling - Sales Manager, Mid-Market - German

Rippling

Dublin, County Dublin, Ireland (Hybrid)
11 Months ago
Paytm - Sales Team Lead - Transit

Paytm

Hubballi, Karnataka, India (On-Site)
1 Month ago
Nasdaq - Sales Operations Analyst

Nasdaq

Mumbai, Maharashtra, India (Hybrid)
2 Weeks ago
Alpha Sense - Sales Development Representative

Alpha Sense

Singapore, Singapore (Hybrid)
1 Month ago
Morning Star - Direct Sales Specialist

Morning Star

Tokyo, Japan (Hybrid)
2 Months ago
NielsenIQ - Strategic Analytics & Insights Sales Consultant Benelux

NielsenIQ

Amstelveen, North Holland, Netherlands (On-Site)
1 Month ago
pentair - Territory Sales Manager

pentair

Miami, Florida, United States (On-Site)
1 Month ago
luxsoft - Manager Sales Professional

luxsoft

Munich, Bavaria, Germany (On-Site)
2 Months ago

Get notifed when new similar jobs are uploaded

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.

Illinois, United States (Remote)

United States (On-Site)

Singapore (Remote)

Austin, Texas, United States (Remote)

Austin, Texas, United States (Hybrid)

South Korea (Remote)

Austin, Texas, United States (Remote)

View All Jobs

Get notified when new jobs are added by Sailpoint

Level Up Your Career in Game Development!

Transform Your Passion into Profession with Our Comprehensive Courses for Aspiring Game Developers.

Job Common Plug