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About the Role

SailPoint is seeking a Digital Sales Representative to drive sales growth through proactive outreach, relationship building, and strategic sales tactics. This role involves collaborating with field sales teams to acquire new customers and expand existing accounts, with a focus on developing upselling and closing skills.

Responsibilities

• Drive sales growth through proactive outreach, relationship building, and strategic sales tactics.
• Deliver a positive customer experience using the SailPoint sales model.
• Maximize revenue in target accounts.
• Collaborate with field sales teams to bring in new customers and expand existing accounts.
• Develop upselling skills and close smaller deals.
• 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.
• 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, Outreach, 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.
• 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

• MUST currently be working as an SDR/BDR at a Software Company.
• Must live in Austin and be able to work a hybrid schedule (Tues and Thurs in office).
• Experience in SaaS (Software as a Service) opportunity creation & sales.
• Ability to prospect and sequence prospects effectively.
• Familiarity with prospecting tools like LinkedIn, 6sense, Outreach, ZoomInfo.
• Knowledge of how to uncover corporate insights and persona-based imperatives.
• Ability to action all leads within time bound SLAs.
• Ability to convert leads to opportunities within Salesforce.
• Ability to close deals independently.

Skills

• Sales
• SaaS Sales
• Opportunity Creation
• Relationship Building
• Sales Tactics
• Customer Experience
• Revenue Maximization
• Upselling
• Prospecting
• Salesforce
• LinkedIn
• 6sense
• Outreach
• ZoomInfo
• Communication

Location

• Austin, TX

Work Type

• Hybrid

Experience Level

• SDR/BDR Experience
• Entry Level (with training for closing)

Education Level

• Bachelor's degree strongly preferred

Salary/Compensations

• OTE: $90,000 ($63,000 base/ $27,000 uncapped commission)

Benefits

• Training and resources
• Opportunity for growth and learning

About the Company

• SailPoint hires the best to work with the best.
• SailPoint Crew Members are Wicked Smart, Determined, Communicative, and Collaborative.
• SailPoint is a leader in Identity Security.

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.
• Contact applicationassistance@sailpoint.com or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations.