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About the Role

SailPoint is seeking a talented, enthusiastic, and motivated Digital Sales Representative to drive sales growth through proactive outreach, relationship building, and strategic sales tactics. This role involves creating opportunities in SaaS and delivering a positive customer experience while maximizing revenue. You will collaborate with field sales counterparts to penetrate new accounts and cross-sell into existing ones.

Responsibilities

Drive sales growth through proactive outreach, relationship building, and strategic sales tactics.
Create opportunities in SaaS (Software as a Service).
Deliver a positive customer experience using the SailPoint sales model.
Maximize revenue in target accounts.
Collaborate with field sales counterparts (Outside Account Executive, SEs, Channel Partners, etc.) to penetrate new accounts and cross-sell into existing SailPoint accounts.
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.
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.
Convert leads to opportunities within Salesforce.
Complete Revenue Onboarding.
Complete mock discovery call and refined SailPoint Pitch.
Commence the development plan process by reviewing the "Building a Plan" Guru Card.
Create a development plan for yourself and reviewed with your manager for alignment.
Continue to have periodic meetings with your buddy.
Shadow 4 Discovery Calls.
Align and map your top 4 accounts.
Make your first 10 calls in Outreach.
Book your first discovery call.
Create a minimum of one opportunity in Salesforce.
Deliver against Core KPI’s as documented in KPI Dashboard.
Achieve funnel & pipeline targets and all critical activities managed through the KPI dashboard.
Close a deal, as marked by DSR Closer, with support from AE (Account Executive).
Deliver against yearly target for funnel and pipeline.
Maintain KPI results on track with targets.
Close deals independently without support of AE.

Requirements

Fluent Dutch / Flemish speaker.
Bachelors degree or equivalent work experience.

Skills

SaaS (Software as a Service) opportunity creation & sales
Effective communication skills
Very well organised
Knack for persuasion
Deep understanding of digital sales techniques
Prospecting efforts with LinkedIn, 6Sense, TechTarget, ZoomInfo
Uncover corporate insights and persona-based imperatives
Sequence prospects, both outbound and inbound
Action all leads within time bound SLAs
Convert to opportunities within Salesforce
Challenger Sales Training
Introduction to Commercial Insights
Revenue Onboarding
Salesforce
Outreach

Location

London
Madrid

Work Type

Hybrid

Experience Level

Entry Level
Mid Level

Education Level

Bachelors degree or equivalent work experience

About the Company

SailPoint is a leading provider of identity security for the modern enterprise.
Enterprise security starts and ends with identities and their access, yet the ability to manage and secure identities today has moved well beyond human capacity.
Using a foundation of artificial intelligence and machine learning, the SailPoint Identity Security Platform delivers the right level of access to the right identities and resources at the right time—matching the scale, velocity, and environmental needs of today’s cloud-oriented enterprise.
Our intelligent, autonomous, and integrated solutions put identity security at the core of digital business operations, enabling even the most complex organizations across the globe to build a security foundation capable of defending against today’s most pressing threats.

Equal Opportunity

SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law.
Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability.
The employment policy of SailPoint is to provide equal opportunity to all persons, and it is SailPoint’s policy to take affirmative action to employ and advance in employment protected veterans and individuals with disabilities.
It is SailPoint’s policy to recruit, hire, train and promote qualified individuals in all job titles, and ensure that all other personnel actions are administered without regard to race, color, religion, national origin, sex, military and/or veteran status, disability, or other legally protected status, and we will ensure that all employment decisions are based only on valid job requirements.
SailPoint does not discriminate on the basis of national origin or citizenship status as provided under the Immigration Reform and Control Act of 1986.
Employees and applicants shall not be subjected to harassment, intimidation, threats, coercion, or discrimination because they have engaged in or may engage in any of the following activities: Filing a complaint; Assisting or participating in an investigation, compliance evaluation, hearing, or any other activity related to the administration of the affirmative action provisions of Section 503, VEVRAA, or any other Federal, State or local law requiring equal opportunity for individuals with disabilities or protected veterans; Opposing any act or practice made unlawful by Section 503, VEVRAA, or their implementing regulations in this part, or any other Federal, State or local law requiring equal opportunity for individuals with disabilities or protected veterans; or Exercising any other right protected by section 503, VEVRAA or their implementing regulations.
SailPoint will also provide reasonable accommodation to known physical or mental limitations of an otherwise qualified employee or applicant for employment, unless the accommodation would impose undue hardship on the operation of our business.
SailPoint’s affirmative action program contains an audit and reporting system which enables us to measure the effectiveness of our program, indicate any need for remedial action, determine the degree to which our objectives have been attained, determine whether protected veterans and individuals with disabilities had had the opportunity to participate in company-sponsored activities, measure our compliance with the program’s specific obligations, and document actions taken to comply with these obligations.