SailPoint Technologies, Inc., a market leader in Identity Security, is hiring a Federal Account Executive focused on the Department of Justice (DOJ) and State Department. In this role, you will be responsible for selling our Identity Security solutions to these key federal agencies by developing territory plans, leading virtual sales teams, and consistently exceeding revenue targets.
What You'll Do
- Exceed revenue quota goals on a quarterly and yearly basis.
- Develop and execute business plans aligned to your assigned territory.
- Strategically engage with customers and business partners to maintain a high standard of customer service.
- Collaborate with marketing to develop and execute marketing plans through partners and end users.
- Pursue all supplied leads and ensure internal systems are kept up to date.
- Lead appropriate technical resources to demonstrate SailPoint's advantages.
- Follow up with customers and partner with the post-sale team to ensure ongoing account coverage.
- Own and oversee all aspects of the sales cycle, including qualification, presentations, demonstrations, RFP responses, negotiations, and closing.
- Develop a deep understanding of your territory, including customers, prospects, partners, influencers, and competitors.
- Understand and communicate all product and technological strategies employed by competitors.
- Effectively initiate, navigate, and manage discussions across all levels of a customer’s organization.
- Utilize all channel management and reporting tools, including accurate forecasting and maintaining Salesforce hygiene.
What We're Looking For
- Proven experience selling to Federal Government agencies.
- Ability to create comprehensive territory and opportunity plans.
- Ability to lead a virtual team of partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success.
- Skill as a communicator in first engagements and discovery calls.
- Proficiency in understanding and presenting the value of SailPoint solutions and comparing them to competitors like Microsoft, Okta, and Saviynt.
- Ability to provide a superior customer experience and competitively position solutions.
- Initiative to act as the quarterback; prepping the team and driving progress.
- Ability to make sound decisions about resource engagement and timing and to hold people accountable.
Nice to Have
- Direct experience selling to the DOJ or State Department.
- A Bachelor's degree or global equivalent in an IT, business, or sales related field.
Technical Stack
- Salesforce
Team & Environment
You will lead a virtual team including partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success. The role involves close collaboration with the leadership team, marketing, and channel managers, reporting to Sales Management.
Benefits & Compensation
- Medical, dental, and vision insurance
- Short-term and long-term disability
- Life insurance and AD&D
- Supplemental life insurance for employees, spouses, and children
- Flexible spending accounts for health care and dependent care
- 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
- Health Savings Account (HSA) with employer contribution
- Compensation: $109,200 - $184,080.00 (US base salary range) + eligibility for equity participation.
Work Mode
This position follows a hybrid work model.
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.
