Strategic Account Executive-NYC Metro

SailPoint is the leader in Identity Security.

SailPoint customers represent half of the Fortune 500 and half of the ASX 50, giving us a strong community of customers, partners and analysts who trust us to solve complex challenges. SailPoint continues to grow globally, and we are looking for top salespeople to join our culture.

The role
We are seeking an Account Executive to sell our Identity Security Solution.

Skilled communicator in first engagements and discovery calls, analyzing prospect needs to qualify opportunities.

Highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt.

Provides a superior customer experience from the first discovery call and leverages skills in competitively positioning our solutions and broader value proposition including partner services.

Leads 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.

Sells as a team; does not operate independently.

Acts as the quarterback; takes initiative and prepares the team on what is needed before calls.

Makes good decisions about who should engage and when, and holds people accountable for follow‑through.

Creates a territory or opportunity plan, outlining steps to move from discovery to the next sales cycle.

Works closely with the leadership team to refine ideas and make the sales strategy as effective as possible.

Responsibilities

Exceed revenue quota goals on a quarterly and yearly basis.

Effectively address each customer’s and partner’s unique inquiries with accurate information and tailored solutions that align with their specific needs and interests.

Develop business plans aligned with the assigned territory.

Strategically engage with customers and business partners to maintain high‑level customer service aligned with SailPoint’s core values.

Collaborate with marketing to develop and execute marketing plans through/with partners and end users.

Pursue all supplied leads and ensure internal systems are updated.

Lead appropriate technical resources to demonstrate SailPoint’s advantages to the customer.

Follow‑up with customers and partners with the post‑sale team to ensure consistent and ongoing coverage of the 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.

Foster 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 complementary organizations in the SailPoint market space.

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.

The path to success
1‑month milestones

Establish plan for existing customers, clearly identifying opportunities for uplift over the coming years and understanding account potential.

Segment account list into your top 20 focused accounts and 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.

Meet 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 first 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.

Show 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 combining existing customer pipeline, progress existing pipeline, and 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 Captain’s badge on High Spot.

Education
Preferred but not required: Bachelor’s degree or global equivalent in an IT, business, or sales related field.

Travel
Business travel of approximately 50% yearly is expected for this position.

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.

401(k) savings and investment plan with company matching.

Flexible vacation policy.

Holidays: 8 paid holidays annually.

Sick 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.

Equal Employment Opportunity
SailPoint is an equal opportunity employer, and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.

Compensation
As part of the total compensation package, this role may be eligible for the SailPoint Corporate Bonus Plan or a role‑specific commission, along with potential eligibility for equity participation. Base salary for US‑based employees is estimated to be in the range of $127,400 to $214,760.

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