Digital Sales Representative, Sailpoint
Identity governance & cloud identity management
Be an early applicant
Identity governance & cloud identity management
1001+ employees
Be an early applicant
1001+ employees
Company mission
To equip every enterprise to effortlessly manage and secure access to applications and data through the lens of identity – at any speed, at any scale.
Role
Who you are
- 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
- Candidates will need native level German language skills
- Education requirements: Bachelors degree or equivalent work experience
What the job involves
- 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
- 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
Salary benchmarks
Our take
SailPoint is a leader in identity management, founded in 2005 to help businesses mitigate security risks. The company went public in 2017 and was acquired by Thoma Bravo in 2022.
SailPoint’s products harness AI and machine learning to automate and streamline identity management, appointing the appropriate access to different identities operating in a business. Its solutions have evolved alongside innovations in the space, and the company remains a top choice for enterprises worldwide.
To continue keeping pace with advancements in the market, SailPoint has acquired identity solutions startup SecZetta. With this move, SailPoint says it will be able to further help its clients consolidate their identities and organize their workforce data. The company also partnered with Simeio, a leading provider of Identity and Access Management services, to enhance both companies’ security capabilities and protection measures.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 5 rounds)
Dec 2014
$0.3m
EARLY VC
Nov 2010
$0.6m
GRANT
Total funding: $21.8m
Company benefits
- Health and wellness coverage: Medical, dental, and vision insurance
- Disability coverage: Short-term and long-term disability
- Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)
- Additional life coverage options: Supplemental life insurance for employees, spouses, and children
- Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
- Financial security: 4019k) Savings and Investment Plan with company matching
- Time off benefits: Flexible vacation policy
- Holidays: 8 paid holidays annually
- Sick leave
- Parental leave: Paid parental leave
- Employee Assistance Program (EAP) and Care Counselors
- Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
- Health Savings Account (HSA) with employer contribution
Company HQ
Four Points Centre, Austin, TX
Leadership
Mark McClain
(CEO)Operating Advisor at Elsewhere Partners. Previously and SVP of Software Marketing at Sun Microsystems and a VP of Worldwide Marketing at IBM Tivoli Software.
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