Digital Sales Representative

Overview

Are You Ready to Make an Impact in Identity?

We hire the best to work with the best. SailPoint values four core characteristics:
Wicked Smart, Determined, Communicative, and Collaborative. Our people are the best and the brightest in the field and continually seek to grow and learn.

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. Using your experience in SaaS opportunity creation and sales, you will deliver a positive customer experience using the SailPoint sales model while maximizing revenue in target accounts. In this role, you will work with a team of field sales counterparts (Outside Account Executive, SEs, Channel Partners, etc.)

to find new accounts and cross-sell into existing SailPoint accounts.

The ideal candidate is dynamic with effective communication, highly organized, persuasive, and has a deep understanding of digital sales techniques.

• Current experience in Enterprise Software Sales in an ISR/SDR/BDR type of role.
• Experience upselling/closing small deals with full-cycle experience.
• Must live in the Austin, DC, or Chicago area.
• A bachelor’s degree is strongly preferred.

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

Our most successful DSRs achieve milestones to reach early productivity and success. Within the first month, goals include:

• Complete Getting Started Checklist, including Pre/Post Revenue Onboarding Coursework, HR onboarding Sessions, Identity University, and role-specific suggested courses.
• Familiarize with the High-level Function Org Chart and the main 5 business functions.
• Utilize video collateral to augment onboarding training.
• Learn the SailPoint pitch.

• Meet the team – Digital Sales, your AE’s, Marketing, Channel, Sales Leadership. Schedule intro meetings with key stakeholders as identified by your manager.
• Meet your buddy and set up bi-weekly meetings and 1-to-1s 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. Demonstrate knowledge on uncovering corporate insights and persona-based imperatives.
• Demonstrate how to sequence prospects, outbound and inbound, 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 and reviewed with your manager for alignment.

• Continued 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 KPIs as documented in KPI Dashboard.

By the end of your first 6 months, you will have:

• Aimed funnel and pipeline targets and managed critical activities through the KPI dashboard.
• Closed a deal with support from an AE.

By the end of your first 12 months at SailPoint, 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.

Benefits and compensation vary based on location and employment type. As part of the total package, this role may be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission, and potential equity participation. Salary ranges reflect knowledge, skills, experience, market conditions, location, and business needs. Base salary estimates for US-based employees are shown below.

Base salary estimate (US-based): $58,100 - $97,963.60. Base salaries for employees based in other locations are competitive for the home location.

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