Commercial Account Executive

SailPoint Technologies Holdings, Inc.; New York (NY); Hybrid; USD 69,000 - 105,000; Full time

Job summary

SailPoint Technologies Holdings, Inc. is seeking a Commercial Account Executive to drive strategic growth within a US-based territory.

You will qualify opportunities, manage the full sales cycle, and collaborate with Sales Engineers to demonstrate SailPoint's identity security solutions to senior buyers. The role requires 5+ years of B2B sales experience, including 2 years in identity management or security, and a proven ability to build pipelines, forecast accurately, and close complex deals

Qualifications

• 5+ years of Business to Business sales experience, with 2 years in the Identity Management or Security Industries.
• Proven results in a quota-oriented sales environment.
• Strong negotiation and executive presentation skills.

Responsibilities

• Own full sales cycle from qualification to close and negotiation.
• Build and forecast a pipeline totaling 3x annual budget.
• Articulate business value and ROI to C-level executives.

Skills

B2B sales experience

Negotiation skills

Executive communication

Relationship building

Education

Bachelor's degree in IT, business or sales related field

Job description

SailPoint is the leading AI-driven security platform, providing autonomous governance built for the modern enterprise. By leveraging AI and machine learning, SailPoint simplifies and automates identity security—delivering the right access to the right resources at the right time, at the scale our enterprise customers demand. We take pride in our award-winning culture, recognized by our employees as a "Best Place to Work" for 15 consecutive years. We are currently seeking a Commercial Account Executive to join our Crew!

First 30 Days: Foundation and Learning

Internalize Company & Team Culture: Learn and align with company core values and maintain a "total customer service" attitude.

Build relationships with your internal team, including Sales Engineers (SEs), leadership, Partners, and Professional Services.

Complete Foundational Training: Complete 100% of mandatory corporate training and sales methodology coursework.

Gain a deep understanding of SailPoint's Identity Security solutions.

Learn the Tools and Processes: Become proficient with internal systems like Salesforce (SFDC) and Clari. Understand the process for lead follow-up and weekly reporting to ensure 100% accuracy in data hygiene.

Begin Customer and Partner Outreach: Start scheduling and conducting customer, prospect, and partner planning meetings, aiming for the weekly target of 5 critical meetings. Begin building relationships with key decision-makers and buyers in your accounts.

First 60 Days: Strategic Planning and Engagement

In the second month, the focus shifts from learning to strategic planning and initiating contact with customers and partners.

Develop Your Business Plan: Create a strategic territory plan to identify growth opportunities, including whitespace analysis. For those on the Install Base team, develop heat maps and identify top accounts for modernization and add-on opportunities and work closely with your Regional Partner Manager in identifying strategic Partners within your territory.

Start Building Pipeline: Actively work on lead follow-up from marketing and partners. Start generating new qualified pipeline to contribute to your monthly goals.

First 90 Days: Execution and Ramping

By the end of the first quarter, the focus is on active selling, managing your pipeline, and demonstrating command of your business.

Manage the Full Sales Cycle: Independently lead all aspects of the sales process, from qualifying opportunities to negotiation. Marshal technical and sales support resources effectively to demonstrate SailPoint's value.

Build and Forecast Your Pipeline: Work towards achieving the goal of maintaining a total active pipeline that is 3x your annual budget. Refine your forecasting skills to accurately project "Commit" and "Best Case" deals, aiming for 95-110% accuracy.

Deliver Initial Results: Closing deals and generating revenue. Demonstrate a strong executive presence and the ability to articulate compelling business value and ROI to C-level executives.

Operational Excellence and Professional Skills

Data Hygiene: Maintain 100% accuracy in Salesforce (SFDC) and Clari by updating all leads and opportunities weekly.

Strategic Planning: Develop and execute effective territory and account plans.

Training Compliance: Complete 100% of mandatory corporate training on schedule.

Customer Relationship Management: Build and maintain trusted relationships with senior-level decision-makers.

Collaboration: Ensure consistent and effective communication with internal teams (SEs, Leadership, Partners, etc.).

Executive Presence: Effectively create and manage conversations with stakeholders at all levels, from technical staff to C-suite executives.

Success in role for a Commercial Account Executive (AE) at SailPoint is measured across four key areas

Success in role for a Commercial Account Executive (AE) at SailPoint is measured across four key areas: financial results, pipeline and activity management, operational discipline, and stakeholder collaboration.

Education

Bachelor's degree or global equivalent in an IT, business or sales related field.

Travel

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

Experience Requirements

5+ years of Business to Business sales experience, with 2 years in the Identity Management or Security Industries. Proven results in a quota-oriented sales environment and an understanding of technology and technological innovations. Proven negotiation skills and the ability to persuade and influence decision makers and executives is required. Effective at presenting to executive management, i.e. C-Level. Professionalism, personal integrity, a high internal commitment to achieve success, the ability to build and maintain a vast network of professional relationships over a long period of time, Strong oral and written communication skills.

Benefits and Compensation

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 reflect 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 US-based employees, will be in this range from (min-max, USD): $69,000 - $104,516.00 Base salaries for employees based in other locations are competitive for the employee’s home location.

Benefits 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 (AD&D)
4. Additional life coverage options: Supplemental life insurance for employees, spouses, and children
5. Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
6. Financial security: 401(k) Savings and Investment Plan with company matching
7. Time off benefits: Flexible vacation policy
8. Holidays: 8 paid holidays annually
9. Sick leave
10. Parental support: Paid parental leave
11. Employee Assistance Program (EAP) and Care Counselors
12. Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
13. Health Savings Account (HSA) with employer contribution

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.

SailPoint (Nasdaq: SAIL) is defining the new era of adaptive identity security. In a world where non-human identities now significantly outnumber humans, our AI-powered platform unifies identity, security, and data intelligence to protect today’s enterprise from advanced identity-based threats. We deliver the identity solution that spans both the breadth of identities and the depth of context needed to drive real-time access with confidence. Built on principles like zero-standing privilege and contextualized risk, our SailPoint platform transforms identity from a point of vulnerability into a powerful security advantage. Trusted by many of the world’s leading organizations, SailPoint secures the enterprise with intelligent, autonomous identity security.

The employment policy of SailPoint is to provide equal opportunity to all persons, and 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. SailPoint’s affirmative action program contains an audit and reporting system which enables us to measure the effectiveness of our program, indicate any need for remedial action, determine the degree to which our objectives have been attained, determine whether protected veterans and individuals with disabilities had had the opportunity to participate in company-sponsored activities, measure our compliance with the program’s specific obligations, and document actions taken to comply with these obligations.