SailPoint is seeking an Enterprise Account Executive in the Bay Area to sell its Identity Security solutions to enterprise customers. The role involves leading a virtual sales team, managing the full sales cycle, and exceeding revenue targets by positioning SailPoint’s platform against competitors like Microsoft, Okta, and Saviynt.
What You'll Do
- Exceed revenue quota goals on a quarterly and yearly basis.
- Effectively address each customer’s and partner’s unique inquiries by providing accurate information and tailored solutions that align with their specific needs and interests.
- Develop business plans, which align to your assigned territory.
- Strategically engage with customers and business partners to maintain a high level of customer service that aligns with SailPoint’s core values.
- Collaborate with marketing to develop and execute marketing plans through/with partners and end users.
- Pursue all leads supplied and ensure internal systems are updated.
- Lead the appropriate technical resources to demonstrate SailPoint's advantages to the customer.
- Follow-up with customers and partner with post-sale team to ensure consistent and ongoing coverage of account, including new sales opportunities.
- Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process.
- Fosters a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors.
- Understand and communicate all product and technological strategies employed by competitive and complimentary organizations in the SailPoint market space.
- Effectively initiate, navigate, and manage discussions across all levels of a customer’s organization, from business stakeholders to technical decision-makers.
- Utilize all channel management and reporting tools, including accurate forecasting and Salesforce hygiene.
What We're Looking For
- Skilled communicator in first engagements and discovery calls analyzing the prospects needs to qualify an opportunity.
- Highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt.
- Provide a superior customer experience from the first discovery call and leverage skills in competitively positioning solutions and broader value proposition including partner services.
- Lead a virtual team of partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success to deliver sales wins and customer success.
- Sell as a team; does not operate independently.
- Act as the quarterback; take initiative and prep the team on what is needed from them prior to calls.
- Make good decisions about who should engage and when and make people accountable for following through.
- Create a territory or opportunity plan, which includes the steps believed required to get from discovery to the next steps in the sales cycle.
- Work closely with the leadership team to refine ideas and make sales strategy as effective as possible.
- Complete territory plan and present to Sales Management including existing account overview, prioritized accounts, clean pipeline, marketing and channel plans, customer references, and pipeline growth plan.
- Meet with all existing customers and identify opportunities to extend the value they are receiving from SailPoint.
- Lead an operating cadence with virtual team.
- Achieve '1st Mate' enablement badge.
- Create account plans for key accounts.
- Create opportunity plans for key opportunities.
- Present forecast for self-generated opportunity & expected time to 1st sale.
- Develop strategies to approach Top 20 accounts - present to management.
- Complete relationship maps in Salesforce - customers from Top 20 accounts know who you are.
- Show progress through sales stages for any inbound/inherited opportunities (sales cycle 5-40).
- Present SailPoint value proposition in front of manager via either: customer / prospect or internally.
- Build a Pipeline of 2 to 3 times target comprising existing customer pipeline, progress existing pipeline, and new pipeline.
- Refine 'go to market' for this market segment highlighting key messaging when competing with Microsoft and Okta, benefits of working with partner, pricing challenges, etc.
- Complete your Captains badge on HighSpot.
- Utilize Salesforce and Clari for accurate forecasting and activity updates.
Nice to Have
- Bachelor's degree or global equivalent in an IT, business or sales related field.
Technical Stack
- Salesforce
- Clari
- HighSpot
Team & Environment
- Virtual team including partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success
- Reporting to Sales Management
- Team-oriented sales environment
- Quarterback leadership style encouraged
- Collaborative virtual team selling
- Employees voted SailPoint 'best places to work' for 15 years in a row
- Culture of innovation and market leadership in Identity Security
Benefits & Compensation
- Medical, dental, and vision insurance
- Short-term and long-term disability
- 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
- 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
- Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
- Health Savings Account (HSA) with employer contribution
Compensation includes a base salary of $111,350 - $187,738.00 (USD) for US-based employees, potential eligibility for equity participation, and eligibility for the SailPoint Corporate Bonus Plan or role-specific commission.
Work Mode
- Hybrid role based in the Bay Area
- Business travel of approximately 50 percent yearly is expected
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, protected veteran status, or any other category protected by applicable law. Alternative methods of applying are available for individuals with disabilities. Unsolicited resumes sent to [email protected] will not be considered.
