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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, delivering a positive customer experience, and maximizing revenue in target accounts, working closely with field sales counterparts.

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) to find 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 within the first month.
• Familiarize with the High-level Function Org Chart and understand the main 5 business functions and their teams within the first month.
• Utilize all video collateral to augment onboarding training within the first month.
• Learn the SailPoint pitch within the first month.
• Meet the team – Digital Sales, AE’s, Marketing, Channel, Sales Leadership, and schedule intro meetings with key stakeholders within the first month.
• Meet your buddy and set up Bi-weekly meetings & 1 to 1’s with your manager within the first month.
• Listen in and shadow your first discovery call within the first month.
• Ensure access to and familiarity with all tools in your digital tech stack within the first month.
• Walk your manager through prospecting efforts with LinkedIn, 6Sense, Outreach, ZoomInfo within the first month.
• Demonstrate knowledge in how to uncover corporate insights and persona-based imperatives within the first month.
• Demonstrate how to sequence prospects, both outbound and inbound, effectively action all leads within time bound SLAs, and convert to opportunities within Salesforce within the first month.
• Complete Revenue Onboarding by the 3-month mark.
• Complete mock discovery call and refine SailPoint Pitch by the 3-month mark.
• Create a development plan and review with your manager by the 3-month mark.
• Continue periodic meetings with your buddy by the 3-month mark.
• Shadow 4 Discovery Calls by the 3-month mark.
• Align and map your top 4 accounts by the 3-month mark.
• Make your first 10 calls in Outreach by the 3-month mark.
• Book your first discovery call by the 3-month mark.
• Create a minimum of one opportunity in Salesforce by the 3-month mark.
• Deliver against Core KPI’s as documented in KPI Dashboard by the 3-month mark.
• Achieve funnel & pipeline targets and manage all critical activities through the KPI dashboard by the 6-month mark.
• Close a deal, as marked by DSR Closer, with support from AE by the 6-month mark.
• Deliver against yearly target for funnel and pipeline by the 12-month mark.
• Maintain KPI results on track with targets by the 12-month mark.
• Close deals independently without support of AE by the 12-month mark.

Requirements

• Current experience in Enterprise Software Sales in an ISR/SDR/BDR type of role.
• Experience upselling/closing small deals - full cycle experience.
• Must live in Austin, DC, or Chicago area.

Skills

• SaaS (Software as a Service) opportunity creation & sales
• Effective communication skills
• Organization
• Persuasion
• Digital sales techniques
• Prospecting efforts with LinkedIn, 6Sense, Outreach, ZoomInfo
• Uncovering corporate insights and persona-based imperatives
• Sequencing prospects (outbound and inbound)
• Actioning leads within time bound SLAs
• Converting leads to opportunities within Salesforce

Location

• Austin
• DC
• Chicago

Work Type

• Full-time

Experience Level

• Enterprise Software Sales
• ISR/SDR/BDR role
• Upselling/closing small deals
• Full cycle sales experience

Education Level

• Bachelor's degree strongly preferred.

Salary/Compensations

• OTE: $120,000 ($84,000 base/ $36,000 uncapped commission)
• Base salary range for US-based employees: $58,100 - $97,963.60

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: 401(k) Savings and Investment Plan with company matching
• Time off benefits: Flexible vacation policy
• Holidays: 8 paid holidays annually
• Sick leave
• Parental support: 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
• Potential eligibility for the SailPoint Corporate Bonus Plan or a role-specific commission
• Potential eligibility for equity participation

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.
• The SailPoint Identity Security Platform uses artificial intelligence and machine learning to deliver the right level of access to the right identities and resources at the right time.
• Our intelligent, autonomous, and integrated solutions put identity security at the core of digital business operations.
• We enable complex organizations globally to build a security foundation capable of defending against 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.
• 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.