Digital Sales Representative - SLED

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 in the SaaS industry.

This role will deliver a positive customer experience using the SailPoint sales model while maximizing revenue in target accounts. You will collaborate with field sales counterparts (Outside Account Executive, SEs, Channel Partners, etc.) to penetrate new accounts and cross‑sell into existing SailPoint accounts.

Within the first month, goals include:

• Complete the Getting Started Checklist, including Pre/Post Revenue Onboarding Coursework, attending HR onboarding sessions, accessing Identity University, and completing role‑specific suggested courses.
• Familiarize yourself with the high‑level function org chart and the main five business functions.
• Make use of all video collateral to augment onboarding training.
• Learn the SailPoint pitch.
• Meet the team – Digital Sales, your AEs, Marketing, Channel, Sales Leadership. Schedule intro meetings with key stakeholders.
• Meet your buddy and set up bi‑weekly meetings and one‑to‑one sessions 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, demonstrating knowledge in uncovering 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.

By the time you have been with SailPoint for 3 months you will have:

• 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.

By the end of your first 6 months, along with the previous milestones you will have:

• 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).

By the end of your first 12 months at SailPoint, along with the content in the previous milestones you will have:

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

• Current experience in Enterprise Software Sales in an ISR type of role.
• Experience upselling/closing small deals.
• Must live in Austin (hybrid), Chicago, or the DC area – this is a requirement.
• A bachelor’s degree is strongly preferred.
• Experience in SLED/Public sector is preferred.

OTE: $120,000 ($84,000 base / $36,000 uncapped commission)

Benefits and Compensation listed vary based on the location of your employment and the nature of your employment with SailPoint. As a part of the total compensation package, this role may be eligible for the SailPoint Corporate Bonus Plan or a role‑specific commission, along with potential eligibility for equity participation.

SailPoint maintains broad salary ranges for its roles to account for variations in knowledge, skills, experience, market conditions, and locations, as well as reflect SailPoint’s differing products, industries, and lines of business. Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.

We estimate the base salary, for US‑based employees, will be in this range from (min‑mid‑max, USD):

$58,100 - $97,963.60

Base salaries for employees based in other locations are competitive for the employee’s home location.

Benefits Overview