Sales Executive

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 organisation: the only company with a multi-tenant, micro services built SaaS IGA solution and AI and machine learning Identity Security platform.  Organisations 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.

Enterprise Sales Representative

We are seeking an experienced Enterprise Sales Representative, to sell our IGA Solution Suite to $2-$5B organisations.  Primarily a SaaS offering, our IGA Solution Suite sits at the heart of an organisations 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 35-40 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.

The path to success:

In setting the right foundations, our most successful hires achieve these things during their first month with the company.

• Embrace the onboarding sessions and go into them with a clear plan of what you need to get from them.  These sessions should equip you with sufficient knowledge to achieve the rest of your month one milestones. 

• Arrange to meet key members of your leadership team and prepare for those meetings to get the maximum benefit from them. 

• Establish internal network & led interlock meetings with virtual teams & key stakeholders including but not limited to Sales Engineers, Inside Sales, Partner Team, Customer Success & Marketing.

• Learn about our products, success stories and what sets us apart from our competitors.  You should be comfortable pitching the SailPoint value proposition.

• Map and segment existing customers & new logo opportunities within your territory.

• Sort accounts between A, B, C priority and reset/clean pipeline

• Set $$ amounts next to all “A” accounts & make introductions with them

• Passed “1st Mate” enablement badge

Building on those foundations, and demonstrating a high level of activity & application you should have achieved these milestones by the end of your first quarter. 

• Work with marketing and our Partner team to show the white space opportunities in your existing customers + potential new logo opportunities.

• Identify potential customers with compliance/governance requirements and/or business drivers requiring an IGA solution.

• You should have developed your territory plan, particularly in regard to strategies to approach “A” accounts – presented to & signed off by Management

• You should have met key partners that are influencers in your “