Digital Sales Representative

Are You Ready to Make an Impact in Identity?

We hire the best to work with the best. Every SailPoint Crew Member embodies four characteristics.

Our people are the best and the brightest in our field and are always looking to grow and learn more.

With the right training and resources, our people drive their own projects, without micromanagement.

Knowing what is going on in the company and in the industry requires two-way communication – both from our employees and from our leadership.

We’re all on the same crew, and we like working both on our own and with each other – in the office, at community events or brainstorming over happy hour.

SailPoint is looking for a talented, enthusiastic, and motivated Digital Sales Representative who will be responsible for driving sales growth through proactive outreach, relationship building, and strategic sales tactics. Using your experience in SaaS (Software as a Service) opportunity creation & sales, you will be responsible for delivering a positive customer experience using the SailPoint sales model while maximizing revenue in target accounts.

In this role, you will be linked with a team of field sales counterparts (Outside Account Executive, SEs, Channel Partners, etc.) helping to penetrate new accounts and cross-sell into existing SailPoint accounts.

This is a closing role that combines pipeline generation with ownership of smaller deals. Ideal for candidates looking to transition from inside sales into full-cycle Account Executive positions.

(OTE): $120,000 annually (
Base Salary: $84,000/
Uncapped Commission: $36,000)

• Current experience in Enterprise Software Sales in an ISR-type role
  - must have software sales experience!
• Proven ability to close small deals/upsell successfully
• Must reside in Austin
• Bachelor’s degree strongly preferred

• Proactively identify and engage prospects to drive pipeline growth
• Build and nurture relationships with decision‑makers across target accounts
• Execute strategic sales tactics to maximize revenue and customer satisfaction
• Partner with field sales teams to support account penetration and cross‑sell initiatives
• Represent SailPoint’s value proposition with clarity, confidence, and enthusiasm

• Complete Getting started Checklist, including Pre/Post Revenue Onboarding Coursework, attending HR onboarding Sessions, Access Identity University, and complete role specific suggested courses.
• Familiarize yourself with the High‑level Function Org Chart; a high‑level understanding of our main 5 business functions and the teams that compose them.
• Make use of all video collateral to augment onboarding training.
• Learn the SailPoint pitch.
• Meet the team – Digital Sales, your AE’s, Marketing, Channel, Sales Leadership. (Schedule intro meetings with key stakeholders as identified by your manager)
• Meet your buddy and set up Bi‑weekly meetings & 1 to 1’s with your manager.
• Listen in and shadow your first discovery call.
• Ensure access to and familiarity with all tools in your digital tech stack.
• Walk your manager through prospecting efforts with Linked In, 6
  
  Sense, Outreach, Zoom Info. Demonstrate knowledge in how to uncover corporate insights and persona‑based imperatives.
• Demonstrate how to sequence prospects, both outbound and inbound, effectively action all leads within time bound SLAs, and convert to opportunities within Salesforce.

• Completed Revenue Onboarding.
• Completed mock discovery call and refined SailPoint Pitch.
• Created a development plan for yourself and reviewed with your manager for alignment.
• Continued to have periodic meetings with your buddy.
• Shadowed 4 Discovery Calls.
• Aligned and mapped your top 4 accounts.
• Made your first 10 calls in Outreach.
• Booked your first discovery call.
• Created a minimum of one opportunity in Salesforce.
• Delivered against Core KPI’s as documented in KPI Dashboard.

• Achieved funnel & pipeline targets and all critical activities managed through the KPI dashboard.
• Closed a deal, as marked by DSR Closer, with support from AE (Account Executive).

• Delivered against yearly target for funnel and pipeline.
• Maintained KPI results on track with targets.
• Closed deals independently without support of AE.