Sales Executive

Sailpoint; Paris; On-site; EUR 90,000 - 120,000; Full time

Benefits offered by this job

Health and wellness coverage

Disability coverage

Life protection

Flexible spending accounts

401(k) Savings and Investment Plan

8 paid holidays

Parental leave

Job summary

SailPoint is seeking an Account Executive to drive revenue for its Identity Security solutions in France. You will own the complete sales cycle, from qualification to closing, while developing territory plans and aligning with partners to maximize deals.

The role requires strategic engagement with customers and technical decision-makers, accurate forecasting, and a deep understanding of SailPoint’s product strategies. Strong communication and collaboration with marketing are essential.

Qualifications

• Bachelor's degree in IT, business, or related field preferred.
• Experience in security/software sales is a plus.
• Excellent communication and presentation skills.

Responsibilities

• Own and manage the full sales cycle from qualification to closing.
• Develop territory plans and account strategies.
• Lead presentations, demos, and RFP responses.
• Collaborate with partners and channel managers to close deals.
• Forecast accurately using Salesforce and other tools.
• Maintain high level of customer service aligned with SailPoint values.

Skills

Account management

Sales strategy

Forecasting

Customer relationships

Communication

Education

Bachelor's degree

Tools

Salesforce

Clari

Job description

• We are seeking an Account Executive, to sell our Identity Security Solution
• Exceed revenue quota goals on a quarterly and yearly basis
• Effectively address each customer’s and partner’s unique inquiries by providing accurate information and tailored solutions that align with their specific needs and interests
• Develop business plans, which align to your assigned territory
• Strategically engage with customers and business partners to maintain a high level of customer service that aligns with SailPoint’s core values
• Collaborate with marketing to develop and execute marketing plans
• Through/with partners and end users
• Pursue all leads supplied and ensure internal systems are updated
• Lead the appropriate technical resources to demonstrate SailPoint’s advantages to the customer
• Follow-up with customers and partner with post-sale team to
• Ensure consistent and ongoing coverage of 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
• Fosters 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 complimentary organizations in the SailPoint market space
• Effectively 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
• 1-month milestones:
• Establish plan for existing customers clearly identifying opportunities for uplift over coming years and understanding account potential
• Segment account list into your top 20 focused accounts & 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
• Met 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 1st
• 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
• Showing 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 comprising
• Existing customer pipeline
• Progress existing pipeline
• 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 Captains badge on HighSpot

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: 4019k) Savings and Investment Plan with company matching
• Time off benefits: Flexible vacation policy
• Holidays: 8 paid holidays annually
• Sick leave
• Parental 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

• Who can act as the quarterback; take initiative and prep the team on what is needed from them prior to calls
• Who does not operate independently, instead sells as a team
• Who will be highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt
• Who can make good decisions about who should engage and when and make people accountable for following through
• Who can lead 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
• Who can create a territory or opportunity plan, which includes the steps you believe are required to get from discovery to the next steps in the sales cycle
• Who will provide a superior customer experience from the first discovery call and leverage their skills in competitively positioning our solutions and a broader value proposition including partner services

• To excel, the position requires an account executive:
• Who will work closely with the leadership team to refine your ideas and make your sales strategy as effective as possible
• Who is a skilled communicator in first engagements and discovery calls analyzing the prospects needs to qualify an opportunity
• Preferred but not required: Bachelor’s degree or global equivalent in an IT, business or sales related field