Strategic Account Executive

Account Executive – Identity Security Solutions

SailPoint is seeking an experienced Account Executive to sell our Identity Security solutions. The role requires strong communication skills, a deep understanding of our product portfolio, and the ability to lead a virtual team of partner resources and internal stakeholders.

• 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 your 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 and/or with partners and end users.
• Pursue all leads supplied and ensure internal systems are updated.
• Lead the appropriate technical resources to demonstrate SailPoint’s advantages to the customer.
• Follow up with customers and partner with the post‑sale team to ensure consistent and ongoing coverage of the 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.
• Foster a 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.
• Effectively 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.

• 1‑Month Milestones:
  
  • Establish a plan for existing customers, identifying opportunities for uplift and account potential.
  
  • Segment the account list into your top 20 focused accounts and the top 3 big‑bet accounts.
  
  • Meet with old account managers and partners to capture history and services offered.
  
  • Work with Marketing and Channel Managers on marketing and channel plans.
• 2‑Month Milestones:
  
  • Create a stakeholder map for key partners that are influencers in your 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.
• 3‑Month Milestones:
  
  • Complete a territory plan and present it to Sales Management, including account oversights, prioritized accounts, and pipeline growth plans.
  
  • Lead an operating cadence with the virtual team and achieve the “1st Mate” enablement badge.
• 4‑Month Milestones:
  
  • Create account and opportunity plans for key accounts and opportunities.
  
  • Present forecast for self‑generated opportunity and expected time to first sale.
  
  • Develop strategies to approach top 20 accounts and present to management.
  
  • Complete relationship maps in Salesforce so customers on the top 20 know who you are.
• 6‑Month Milestones:
  
  • Build a pipeline of 2 to 3 times the target, comprising existing customer pipeline, new pipeline, and refined go‑to‑market messaging.
  
  • Complete your “Captains” badge on High Spot.

• Preferred but not required:
  Bachelor’s degree or global equivalent in an IT, business, or sales‑related field.
• Business travel of approximately 50% yearly is expected.

As part of the total compensation package, this role may include a SailPoint Corporate Bonus Plan or a role‑specific commission, along with potential equity participation. Base salaries for US employees are in the range of $123,750 to $, depending on experience, skills, market conditions, and location. Competitive ranges apply to other regions. Compensation is based on a blend of preceding factors and internal peer equity.

• Health and wellness coverage:
  Medical, dental, and vision insurance
• Disability coverage:
  Short‑term and long‑term disability
• Life…