SailPoint Technologies, Inc., voted best places to work for 15 years in a row, is seeking an Enterprise Account Executive. In this role, you will be responsible for selling SailPoint's Identity Security Solution to enterprise customers, exceeding revenue quotas, and leading a virtual sales team while competitively positioning against key players like Microsoft, Okta, and Saviynt.
What You'll Do
- Exceed revenue quota goals on a quarterly and yearly basis.
- Develop and execute business, territory, and opportunity plans aligned to your assigned territory.
- Own all aspects of the sales cycle: qualifying, presentations, demos, RFP responses, negotiations, and closing.
- Strategically engage with customers and partners to maintain a high standard of customer service.
- Collaborate with marketing to develop and execute marketing plans with partners and end users.
- Pursue all supplied leads and ensure internal systems are accurately updated.
- Lead technical resources to demonstrate SailPoint's competitive advantages.
- Follow-up with customers and partner with the post-sale team for ongoing account coverage.
- Foster a deep understanding of your territory: customers, prospects, partners, influencers, and competitors.
- Initiate, navigate, and manage discussions across all levels of a customer’s organization.
- Utilize channel management and reporting tools, maintaining accurate forecasting and Salesforce hygiene.
- Lead a virtual team of partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success.
What We're Looking For
- Skilled communicator in first engagements and discovery calls.
- Ability to analyze prospect needs and qualify opportunities.
- Ability to lead a virtual team and act as a quarterback.
- Ability to create territory and opportunity plans.
- Ability to work closely with leadership to refine sales strategy.
- Proven ability to exceed revenue quota goals.
- Ability to provide a superior customer experience from first contact.
- Ability to competitively position solutions and articulate a broader value proposition.
Nice to Have
- Bachelor's degree or global equivalent in an IT, business, or sales related field.
Technical Stack
- Salesforce
- Clari
- HighSpot
Team & Environment
You will lead a virtual team including partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success.
Benefits & Compensation
- Compensation: $109,200 - $184,080.00 US base salary range + potential eligibility for equity participation.
- Health and wellness coverage: Medical, dental, and vision insurance.
- Disability coverage: Short-term and long-term disability.
- Life protection: Life insurance and Accidental Death & Dismemberment (AD&D).
- Supplemental life insurance for employees, spouses, and children.
- Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account.
- Financial security: 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) and Care Counselors.
- Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options.
- Health Savings Account (HSA) with employer contribution.
SailPoint is an equal opportunity employer, and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.
