Sales Executive, Sailpoint
€67.5-102.2k
Okta
Junior and Mid level
Remote from France
More information about location
Identity governance & cloud identity management
Posted today
Identity governance & cloud identity management
1001+ employees
B2BCyber SecurityIdentity
Posted today
€67.5-102.2k
Okta
Junior and Mid level
Remote from France
More information about location
1001+ employees
B2BCyber SecurityIdentity
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
- To excel, the position requires an account executive:
- Who is a skilled communicator in first engagements and discovery calls analyzing the prospects needs to qualify an opportunity
- Who will be highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt
- Who will provide a superior customer experience from the first discovery call and leverage their skills in competitively positioning our solutions and a broader value proposition including partner services
- Who can lead a virtual team of partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success to deliver sales wins and customer success
- Who does not operate independently, instead sells as a team
- Who can act as the quarterback; take initiative and prep the team on what is needed from them prior to calls
- Who can make good decisions about who should engage and when and make people accountable for following through
- Who can create a territory or opportunity plan, which includes the steps you believe are required to get from discovery to the next steps in the sales cycle
- Who will work closely with the leadership team to refine your ideas and make your sales strategy as effective as possible
- Preferred but not required: Bachelor's degree or global equivalent in an IT, business or sales related field
What the job involves
- We are seeking an Account Executive, to sell our Identity Security Solution
- 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, which align to 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/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 post-sale team to
- Ensure consistent and ongoing coverage of 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
- Fosters 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 complimentary 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 plan for existing customers clearly identifying opportunities for uplift over coming years and understanding account potential
- Segment account list into your top 20 focused accounts & the Top 3 Big Bet accounts within this list
- Meet with old account managers to capture any history
- Meet with partners of existing accounts to understand their position and services offered
- Work with Marketing Manager on marketing plan
- Work with Channel Manager on channel plan
- 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
- Met weekly with sales management to keep Salesforce and Clari up to date
- 3-month milestones:
- Complete territory plan and present to Sales Management:
- Existing account overview and account potential
- Prioritized accounts with account potential
- Clean pipeline of potential 2025 opportunities to establish gap to target
- Marketing and channel engagement plans to close the Gap to target
- Customer references / case studies planned
- Pipeline growth plan
- Meet with all existing customers and identify opportunities to extend the value they are receiving from SailPoint
- Lead an operating cadence with virtual team
- Achieve “1st Mate” enablement badge
- 4-month milestones:
- Create account plans for key accounts
- Create opportunity plans for key opportunities
- Present forecast for self-generated opportunity & expected time to 1st
- Sale
- Develop strategies to approach Top 20 accounts - present to
- Management
- Relationship maps in Salesforce are completed - customers from Top 20 accounts know who you are
- Showing progress through sales stages for any inbound/inherited opportunities (sales cycle 5-40)
- Present SailPoint value proposition in front of manager via either: customer / prospect or internally
- 6-month milestones:
- Built a Pipeline of 2 to 3 times target comprising
- Existing customer pipeline
- Progress existing pipeline
- New Pipeline
- Refine “go to market” for this market segment highlighting key messaging when competing with Microsoft and Okta, benefits of working with partner, pricing challenges, etc
- Complete your Captains badge on HighSpot
Application process
- End Date: September 18, 2026
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, SailPoint acquired identity solutions startup SecZetta. It also partnered with Simeio, a leading provider of Identity and Access Management services. Both these moves enabled the company to consolidate its offerings, enhancing its security capabilities and protection measures.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (2 rounds)
Dec 2014
$0.3m
EARLY VC
Nov 2010
$0.6m
GRANT
Total funding: $0.8m
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 & Founder)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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