Enterprise Account Executive

About the Role

We are seeking an Enterprise Account Executive to sell our Identity Security Solution. The ideal candidate is a skilled communicator who excels at discovery calls, can present the value of SailPoint solutions versus Microsoft, Okta, and Saviynt, and can lead a virtual team of partner resources to deliver sales wins.

We expect a collaborative, team‑oriented sales leader who can act as the quarterback, prepare the team, make engagement decisions, create territory and opportunity plans, and work closely with leadership to refine ideas.

• Exceed revenue quota goals on a quarterly and yearly basis.
• Effectively address each customer’s and partner’s unique inquiries and provide tailored solutions.
• Develop business plans aligned to your assigned territory.
• Strategically engage with customers and business partners to maintain a high level of service.
• Collaborate with marketing to develop and execute plans through partners and end users.
• Pursue all leads supplied and keep internal systems updated.
• Lead the appropriate technical resources to demonstrate SailPoint’s advantages.
• Follow up with customers and partners with the post‑sale team to ensure ongoing coverage.
• Own and oversee all aspects of the sales cycle: qualifying, presentations, demos, RFP responses, negotiations, and closing.
• Develop a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors.
• Communicate the product and technology strategies employed by competitors.
• Navigate and manage discussions across all levels of a customer’s organization.
• Utilize all channel management and reporting tools, including accurate forecasting and Salesforce hygiene.

• Establish a plan for existing customers, identifying uplift opportunities.
• Segment account list into top 20 focused accounts and top 3 big‑bet accounts.
• Meet with former account managers and partner resources.
• Collaborate with the Marketing Manager and Channel Manager on plans.

• Create a stakeholder map for key partners and devise an engagement approach.
• Maintain Salesforce hygiene with regular, accurate activity and updates.
• Meet weekly with sales management to keep data current.

• Complete territory plan and present to Sales Management.
• Provide account overview, priority list, clean pipeline, and marketing/channel plans.
• Identify opportunities to extend value to existing customers.
• Lead operating cadence with the virtual team.
• Achieve the “1st Mate” enablement badge.

• Create account plans for key accounts and opportunity plans.
• Present forecast and anticipated time to first sale.
• Develop strategies to approach Top 20 accounts.
• Complete relationship maps in Salesforce.
• Show progress through sales stages for inbound/inherited opportunities.
• Present SailPoint’s value proposition to managers and internal audiences.

• Build a pipeline of 2–3 times the target.
• Progress the existing pipeline.
• Refine go‑to‑market messaging against Microsoft and Okta, highlighting partner benefits and pricing.
• Complete the Captain’s Badge on High Spot.

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

Approximately 50 % business travel yearly.

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.

Salary range (US): $109,200 – $184,080. Base salaries for other locations are competitive for the local market.

Benefits include:

• Health, dental, and vision insurance
• Short‑term and long‑term disability coverage
• Life insurance and AD&D
• Supplemental life coverage options
• Flexible spending accounts for health and dependent care
• 401(k) savings and investment plan with company matching
• Flexible vacation policy
• Eight paid holidays annually
• Sick leave
• Paid parental leave
• Employee Assistance Program
• Legal and critical illness assistance
• Health Savings Account (HSA) with employer contribution

Additional compensation may include the SailPoint Corporate Bonus Plan, role‑specific commission, and potential equity participation.