Enterprise Account Executive

Enterprise Account Executive

We are seeking an Enterprise Account Executive to sell our Identity Security Solution. The role requires a skilled communicator who can manage first engagements and discovery calls, qualify opportunities, and present the value of SailPoint solutions relative to competitors such as Microsoft, Okta, and Saviynt. The ideal candidate will lead a virtual team of partner resources, presales, partner managers, deal desk, professional services, BVA team, and customer success to deliver sales wins and customer satisfaction.

The position is a team‑oriented role where the account executive acts as the quarterback, preparing the team for calls, making decisions on engagement timing, creating territory or opportunity plans, and working closely with leadership to refine sales strategies.

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

• Month 1: Establish a plan for existing customers, segment account list, meet with account managers and partner teams, and develop marketing and channel plans.
• Month 2: Create a stakeholder map for key partners, maintain Salesforce hygiene, and meet weekly with sales management.
• Month 3: Complete territory plan, present to Sales Management, grow pipeline, and launch operating cadence with virtual team.
• Month 4: Create account and opportunity plans, present forecast, and develop strategies for top accounts.
• Month 6: Build a pipeline of 2–3 times the target, refine go‑to‑market messaging, and complete the Captains badge on High Spot.

• Preferred:
  Bachelor’s degree or equivalent in IT, business, or sales.
• Business travel:
  Approximately 50% of the year.
• Experience in enterprise sales with a track record of meeting or exceeding quotas.
• Strong communication and stakeholder management skills.
• Ability to collaborate with cross‑functional teams and present complex solutions.

• Base salary range (US): $109,200 - $184,080.
• Eligibility for SailPoint Corporate Bonus Plan, role‑specific commission, and equity participation.
• Health, dental, and vision insurance.
• Short‑term and long‑term disability coverage.
• Life insurance and accidental death & dismemberment.
• Supplemental life coverage for employees, spouses, and children.
• Health savings account (HSA) with employer contribution.
• 401(k) savings and investment plan with company matching.
• Flexible vacation policy, 8 paid holidays, and sick leave.
• Paid parental leave.
• Employee Assistance Program (EAP) and counseling services.
• Additional voluntary benefits (legal assistance, critical illness, accident, hospital indemnity, pet insurance).

SailPoint is an equal‑opportunity employer. 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.