Regional Vice President Vertical and Public Sector

Canaan Partners; Canada; On-site; CAD 155,000 - 210,000; Full time

Job summary

SailPoint is seeking a Senior Sales Leader for the Public Sector Canada region to drive growth of our Identity Security solutions. This role combines direct leadership of a strategic sales team with matrix leadership of supporting functions, focusing on our SaaS IGA offerings.

You will manage end-to-end sales to public sector customers, collaborate with channel partners, and shape the 12- and 3-year plans while building a high-performing team with strong pipeline and forecast discipline.

Qualifications

• Proven track record of leading sales teams in high-growth SaaS or cybersecurity sectors.
• Experience selling to public sector and navigating complex procurement.
• Experience transitioning customers from on-prem to SaaS.

Responsibilities

• Lead the Public Sector Canada sales organization and matrix-lead supporting functions.
• Drive pipeline development and forecast accuracy for the region.
• Develop and execute a 12-month business plan with hiring plans.
• Collaborate with marketing and partnerships to identify white-space opportunities.

Job description

Job Description

SailPoint is the leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half of the ASX 50. This customer strength provides us with a great community of customers, partners and analysts who trust SailPoint and our team to solve complex challenges. SailPoint continues to grow globally and expanding our global presence creates opportunities for top salespeople to become a part of our awesome culture.

We are recognized by analysts such as Gartner, Forester and Kuppinger Cole as the leader in the market and we continue to push ourselves to define the market rather than follow what the analysts or competitors are marketing. Organizations struggle to understand who has access to what applications and data, and we help them answer these key questions. Identity security is the central control point for risk management for the enterprise.

We are proud of our team and the culture we have built which has led to our employees voting us “best places to work” – 15 years in a row.

The role:

We are seeking a Senior Sales Leader - Public Sectot to sell our Identity Security Solution.

We are searching for a Leader of our Public Sector Canada organisation. This will include both direct management of this strategic sales team and matrix leadership of the associated supporting functions.

This position is responsible for managing a team of sales professionals who sell to end users directly and leverage the support of our influential channel partners in selling our market leading IGA Solution Suite. Primarily a SaaS offering, our IGA Solution Suite sits at the heart of an organisation's enterprise security.

The position requires someone with a successful track record of leading sales teams within high growth SaaS or Cyber-sec organisations, and ideally someone who has lead sales during a transition from on-prem to SaaS. Our sales managers bring structure and rigour to all aspects of the sales process including pipeline and forecasting whilst also acting as inspirational leader to their teams.

The path to success:

The activities of first few months are critical to creating the desired impact and acceleration of the business within your region.

1-month milestones:

First month is likely to be more internally focused.

• Approach onboarding sessions with a clear plan to maximize their value and ensure you gain the necessary insights.

• Evaluate the status quo within your reporting structure, consisting of detailed analysis of People; Process; Cadence; Structure.

• Work with Talent Acquisition to identify candidates for any open requisitions and develop a plan/pipeline to address any potential backfill requisitions.

• Coordinate meetings with key leadership and relevant peers, ensuring thorough preparation to maximize their value

• Engage with and establish relationships with key supporting functions beyond your immediate reporting structure.

• Familiarize yourself with our products, success stories, and key differentiators. You should be confident in articulating the SailPoint value proposition

• Passed “1st Mate” enablement badge.

2-month milestones:

During your second month your focus should begin to move beyond your immediate team:

• Evaluate the status quo within the non-direct support structure, consisting of detailed analysis of People; Process; Cadence; Structure.

• Evaluate the status quo within your install base, your target Customers & your Partners.

• Begin to arrange meetings with Customers & Partners

• Evaluate the quality of the pipeline & the forecasting process, looking for immediate and long-term opportunities for improvement.

3-month milestones:

• Develop a 12-month plan for your business, broken down by milestones, underpinned with primary actions required to attain the goals.

• Present the business plan to your manager & the region-specific Leadership Team

• Identify the first of any new hires that you intend to make and have start dates confirmed.

• Develop plans with marketing and the partner team to show the white space opportunities in your existing customers + potential new logo opportunities + identify potential customers with compliance/governance requirements and/or business drivers requiring an IGA solution.

• Passed “Sailing Master” and “Quarter Master” enablement badges.

6-month milestones:

• Develop a 3-year plan for your business, broken down by milestones, underpinned with primary actions required to attain the goals.

• Your People; Process; Cadence; Structure should have been adjusted & refined to support your plan.

• Ability to demonstrate where you have already moved the needle and the improvement of process and/or results in relation to these four areas of focus.

• Acquired “Captain” enablement badge.

12-month milestones:

• By the end of your first year, you should be on track with established plans and have built a strong foundation for sustained growth. At this stage, you should refine and update your three-year plan based on your current position.

• Reassess and enhance the People, Process, Cadence, and Structure—both direct and indirect—to ensure continued alignment with overall goals and the ability to execute effectively.

• Maintain rigor within the forecasting process, ensuring ongoing accuracy and reliability in projections.

• Collaborate with marketing and the partner team to identify white-space opportunities within existing accounts, uncover potential new customer prospects, new logo opportunities, and pinpoint organizations with compliance, governance, and business drivers necessitating an IGA solution.

• Ensure that pipeline is 3x quota.

Benefits and Compensation listed vary based on the location of your employment and the nature of your employment with SailPoint.

As a 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. SailPoint maintains broad salary ranges for its roles to account for variations in knowledge, skills, experience, market conditions, and locations, as well as reflects SailPoint’s differing products, industries, and lines of business. Candidates are typically placed into the range based on the preceding factors as well as internal peer equity. We estimate the base salary, for Canada-based employees, will be around

$182,750

Total Rewards Overview

• 1. Health and wellness coverage: Medical, dental, and vision insurance
• 2. Disability coverage: Short-term and long-term disability
• 3. Life protection: Life insurance and Accidental Death & Dismemberment for employees, spouse, and children
• 4. Time off benefits
• 5. Paid Holidays
• 6. Sick leave
• 7. Employee Assistance Program (EAP) and Care Counselors

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.