Enterprise Account Executive - California

The Role

We are seeking an Enterprise Account Executive to sell our Identity Security Solution.

• Skilled communicator in first engagements and discovery calls, analyzing the prospect’s needs to qualify an opportunity.
• Highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt.
• Provides a superior customer experience from the first discovery call and leverages skills in competitively positioning our solutions and a broader value proposition including partner services.
• Leads a virtual team of partner resources, pre‑sales, partner manager, deal desk, professional services, BVA team, and customer success to deliver sales wins and customer success.
• Operates as part of a team rather than independently.
• Acts as the quarterback: takes initiative and prepares the team on what is needed from them prior to calls.
• Makes good decisions about who should engage, when, and makes people accountable for following through.
• Creates a territory or opportunity plan, including the steps required to move from discovery to the next steps in the sales cycle.
• Works closely with the leadership team to refine ideas and make the sales strategy as effective as possible.

• Exceed revenue quota goals on a quarterly and yearly basis.
• Effectively address each customer’s and partner’s unique inquiries by providing accurate information and tailored solutions that align with their specific needs and interests.
• Develop business plans that align with the assigned territory.
• Strategically engage with customers and business partners to maintain a high level of customer service that aligns with SailPoint’s core values.
• Collaborate with marketing to develop and execute marketing plans through or with partners and end users.
• Assure that all provided leads are pursued and internal systems are kept up to date.
• Lead technical resources to demonstrate SailPoint’s advantages to the customer.
• Follow up with customers and partner post‑sale teams to ensure consistent and ongoing coverage of account, including new sales opportunities.
• Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process.
• Build deep understanding of the territory, including customers, prospects, partners, influencers, and competitors.
• Understand and communicate all product and technological strategies employed by competitive and complementary organizations in the SailPoint market space.
• Initiate, navigate, and manage discussions across all levels of a customer’s organization, from business stakeholders to technical decision‑makers.
• Utilize all channel management and reporting tools, including accurate forecasting and Salesforce hygiene.

• Establish a plan for existing customers, identifying opportunities for uplift and understanding account potential.
• Segment account list into top 20 focused accounts and the top 3 big‑bet accounts.
• Meet with old account managers to capture any history.
• Meet with partners of existing accounts to understand their position and services offered.
• Work with Marketing Manager on marketing plan.
• Work with Channel Manager on channel plan.

• Create a stakeholder map for key partners that are influencers in top 20 accounts and devise your approach to connect with them.
• Demonstrate Salesforce hygiene with regular, accurate activity and updates.
• Meet weekly with sales management to keep Salesforce and Clari up to date.

• Complete territory plan and present to Sales Management.
• Provide existing account overview and account potential.
• Prioritize accounts with account potential.
• Clean pipeline of 2025…