SailPoint is the leader in identity security for the modern enterprise.

Digital Sales Representative

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Are You Ready to Make an Impact in Identity?
We hire the best to work with the best. Every SailPoint Crew Member embodies four characteristics.
Wicked Smart
Our people are the best and the brightest in our field and are always looking to grow and learn more.
With the right training and resources, our people drive their own projects, without micromanagement.
Knowing what is going on in the company and in the industry requires two-way communication - both from our employees and from our leadership.
We're all on the same crew, and we like working both on our own and with each other - in the office, at community events or brainstorming over happy hour.
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 (Software as a Service) opportunity creation & sales, you will be responsible for delivering a positive customer experience using the SailPoint sales model while maximizing revenue in target accounts. In this role, you will be linked with a team of field sales counterparts (Outside Account Executive, SEs, Channel Partners, etc.) helping to penetrate new accounts and cross-sell into existing SailPoint accounts.
The ideal candidate is a dynamic individual with effective communication skills, very well organized, a knack for persuasion, and a deep understanding of digital sales techniques.
*MUST HAVE prior experience in Enterprise Software Sales
* This position is hybrid at our Austin Headquarters (must live in Austin)
The Path to Success
Our most successful DSR's achieve these milestones to achieve early productivity & success. Within the first month your goals will include:

  • Complete Getting started Checklist, including Pre/Post Revenue Onboarding Coursework, attending HR onboarding Sessions, Access Identity University, and complete role specific suggested courses.
  • Familiarize yourself with the High-level Function Org Chart; a high-level understanding of our main 5 business functions and the teams that compose them.
  • Complete Challenger Sales Training
  • Make use of all 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 & 1 to 1's 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 LinkedIn, 6Sense, TechTarget, ZoomInfo. Demonstrate knowledge in how to uncover corporate insights and persona-based imperatives.
  • Demonstrate how to sequence prospects, both outbound and inbound, effectively 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 Challenger Sales Training & Introduction to Commercial Insights.
  • Completed Revenue Onboarding.
  • Completed mock discovery call and refined SailPoint Pitch.
  • Commenced the development plan process by reviewing the "Building a Plan" Guru Card.
  • Created a development plan for yourself and reviewed with your manager for alignment.
  • Continued to have 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 KPI's as documented in KPI Dashboard.

By the end of your first 6 months, along with the previous milestones you will have:

  • Achieved funnel & pipeline targets and all critical activities managed through the KPI dashboard.
  • Closed a deal, as marked by DSR Closer, with support from AE (Account Executive).

By the end of your first 12 months at SailPoint, along with the content in the previous milestones 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.

SailPoint is an equal opportunity employer and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.

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What are SailPoint Perks + Benefits

SailPoint Benefits Overview

Experience a Small-company Atmosphere with Big-company Benefits

Volunteer in local community
Our crew members value working for an organization that prioritizes giving back to the community, and we have engaged in many community initiatives over the past year.
Partners with nonprofits
In the past year alone we have supported many notable organizations, including Code2College, nonPareil, Black Girls Code, Foundation Communities, and HealthCode.
Open door policy
OKR operational model
Team based strategic planning
Open office floor plan
Flexible work schedule
SailPoint's hybrid work environment reinforces the flexibility that has existed within our culture for many years.
Remote work program
As an organization that values impact over activity, we encourage crew members to manage their work schedules so they can be at their most effective within parameters established by their teams.
Documented equal pay policy
Mean gender pay gap below 10%
Diversity employee resource groups
Slack is how we come together as a global team, and we have offer several Employee Resource Group channels where we celebrate our differences and encourage sharing and connection.
Hiring practices that promote diversity
We prioritize hiring practices that promote diversity. This year, for example, we launched SAIL-U to help grow our team in partnership with HBCUs and historically LatinX colleges and universities.
Health Insurance + Wellness
Flexible Spending Account (FSA)
Disability insurance
Dental insurance
Vision insurance
Health insurance
Life insurance
Financial & Retirement
401(K) matching
Employee stock purchase plan
Performance bonus
Child Care & Parental Leave
Generous parental leave
SailPoint offers generous parental leave with the primary caregiver being able to take 80 fully-paid business days. Secondary caregivers can take 20 fully-paid business days.
Family medical leave
Company sponsored family events
SailPoint's crew love to celebrate together, whether at a family-friendly summer BBQ or Halloween party, or while volunteering and giving back to our local communities.
Vacation + Time Off
Unlimited vacation policy
Paid holidays
Office Perks
Company-sponsored outings
When possible, SailPoint brings crew together for summer camps, quarterly meetings and other team-based events.
Free snacks and drinks
Some meals provided
Company-sponsored happy hours
Onsite office parking
Recreational clubs
Home-office stipend for remote employees
Onsite gym
Professional Development
Job training & conferences
Lunch and learns
Promote from within
Mentorship program
Online course subscriptions available

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