Commercial Account Executive

SailPoint is the leading AI-driven security platform, providing autonomous governance built for the modern enterprise. By leveraging AI and machine learning, SailPoint simplifies and automates identity security—delivering the right access to the right resources at the right time, at the scale our enterprise customers demand. We take pride in our award-winning culture, recognized by our employees as a "Best Place to Work" for 15 consecutive years.

We are currently seeking a Commercial Account Executive to join our Crew!

Internalize Company & Team Culture:
Learn and align with company core values and maintain a "total customer service" attitude.

Build relationships with your internal team, including Sales Engineers (SEs), leadership, Partners, and Professional Services.

Complete Foundational Training:
Complete 100% of mandatory corporate training and sales methodology coursework.

Gain a deep understanding of SailPoint's Identity Security solutions.

Learn the Tools and Processes:
Become proficient with internal systems like Salesforce (SFDC) and Clari. Understand the process for lead follow-up and weekly reporting to ensure 100% accuracy in data hygiene.

Begin Customer and Partner Outreach:
Start scheduling and conducting customer, prospect, and partner planning meetings, aiming for the weekly target of 5 critical meetings. Begin building relationships with key decision-makers and buyers in your accounts.

In the second month, the focus shifts from learning to strategic planning and initiating contact with customers and partners.

Develop Your Business Plan:
Create a strategic territory plan to identify growth opportunities, including whitespace analysis. For those on the Install Base team, develop heat maps and identify top accounts for modernization and add-on opportunities and work closely with your Regional Partner Manager in identifying strategic Partners within your territory.

Start Building Pipeline:
Actively work on lead follow-up from marketing and partners. Start generating new qualified pipeline to contribute to your monthly goals.

By the end of the first quarter, the focus is on active selling, managing your pipeline, and demonstrating command of your business.

Manage the Full Sales Cycle:
Independently lead all aspects of the sales process, from qualifying opportunities to negotiation. Marshal technical and sales support resources effectively to demonstrate SailPoint's value.

Build and Forecast Your Pipeline:
Work towards achieving the goal of maintaining a total active pipeline that is 3x your annual budget. Refine your forecasting skills to accurately project "Commit" and "Best Case" deals, aiming for 95-110% accuracy.

Deliver Initial Results:
Closing deals and generating revenue. Demonstrate a strong executive presence and the ability to articulate compelling business value and ROI to C-level executives.

Data Hygiene:
Maintain 100% accuracy in Salesforce (SFDC) and Clari by updating all leads and opportunities weekly.

Strategic Planning:
Develop and execute effective territory and account plans.

Training Compliance:
Complete 100% of mandatory corporate training on schedule.

Customer Relationship Management:
Build and maintain trusted relationships with senior-level decision-makers.

Collaboration:

Ensure consistent and effective communication with internal teams (SEs, Leadership, Partners, etc.).

Executive Presence:
Effectively create and manage conversations with stakeholders at all levels, from technical staff to C-suite executives.

Success in role for a Commercial Account Executive (AE) at SailPoint is measured across four key areas: financial results, pipeline and activity management, operational discipline, and stakeholder collaboration.

Bachelor's degree or global equivalent in an IT, business or sales related field.

Business travel of approximately 50 percent yearly is expected for this position.

5+ years of Business to Business sales experience, with 2 years in the Identity Management or Security Industries. Proven results in a quota-oriented sales environment and an understanding of technology and technological innovations. Proven negotiation skills and the ability to persuade and influence decision makers and…