Enterprise Sales Executive-NY​/NJ​/CT

As the leader in Identity Security,
SailPoint is the leader in identity security for the modern enterprise. Harnessing the power of AI and machine learning, delivering the central control point for risk management for the enterprise. SailPoint continues to grow globally and expanding our global presence creates opportunities for top sales people to become a part of our awesome culture.

We are a Gartner top right, high growth Identity Security SaaS organization: the only company with a multi‑tenant, micro services built SaaS IGA solution and AI and machine learning Identity Security platform. Organizations don’t know what data they have; let alone where it resides and crucially: who/what has access: we help them answer those key questions. Identity security is the central control point for risk management for the enterprise: the easiest way to implement your digital transformation faster and reduce risk.

Our employees voted us “best places to work” – 10 years in a row.

We are seeking an experienced Enterprise Sales Representative, to sell our IGA Solution Suite to $2-$5B organizations. Primarily a SaaS offering, our IGA Solution Suite sits at the heart of an organization’s enterprise security. The position requires a sales executive who is experienced in navigating multinational accounts, generally at C level. The successful candidate will use their previous experience in SaaS, Cyber-sec or IAM/IGA to negotiate high value contracts across what is generally a lengthy sales cycle.

Using the Challenger sales methodology, quota will be achieved by engaging with approximately 30 target customers: typically, there will be a large number of POC’s, BVA’s & RFP’s as a part of the sales motion. Route to market is selling to end users directly and also leveraging the support of our influential channel partners, including the GSI’s, such as Deloitte, PwC, EY, KPMG.

Our Sales Executives gain a thorough understanding of prospective client’s business and the industry in which they compete, the corresponding IT initiatives, identifying business drivers/needs which the company can help resolve, developing compelling business value propositions for our solutions and ultimately closing business. They will also develop and maintain trusted relationships with senior level decision makers and other key buyers within the named accounts and partners.

• Established internal network & led interlock meetings with virtual teams & key stakeholders.
• Schedule weekly 1:1 meeting cadence with your Manager with TAM review agenda.
• Ensure you have a buddy assigned.
• Started Bosun training.

• Sorted TAM accounts into Sales priority order and reset/clean pipeline.
• Set $$ amounts next to all “A” accounts & make introductions with them.
• Territory plan developed, presented and signed off by Sales Management.
• Created a stakeholder map for key partners that are influencers in your “A” accounts and devised approaches to connect with them.
• Presented pipeline growth plan to Management.
• Demonstrated SFDC hygiene with regular, accurate activity and updates.
• Achieved “Bosun” enablement badge.

• Implemented an operating cadence with virtual team (meetings in place with clear purpose.
• Developed strategies to approach “A” accounts - presented to Management.
• Customers from “A” accounts know who you are – relationship maps in SFDC completed.
• Achieved “1st Mate” enablement badge.

• Created Account plans for all ‘A’ accounts.
• Created Opportunity plans for all ‘A’ accounts.
• Presented forecast for self-generated opps & expected time to 1st sale.
• Shown progress through sales stages for any inbound/inherited opps (from 5-40).
• Achieved “Sailing Master” enablement badge.