Digital Sales Representative

SailPoint; Austin (TX); Hybrid; USD 63,000 - 90,000; Full time

Job summary

SailPoint is hiring a Digital Sales Representative to drive pipeline and revenue growth. You will leverage your SaaS sales experience to engage prospective customers, build relationships, and advance opportunities using the SailPoint sales model.

You will collaborate with field teams—Outside Account Executives, Sales Engineers, and Channel Partners—to win new logos and expand existing accounts, with mentorship to close deals end-to-end by year one.

Qualifications

• 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).
• Bachelor's degree is strongly preferred.

Responsibilities

• Accelerate pipeline and revenue growth by engaging prospective customers.
• Build strong relationships and drive new opportunities using the SailPoint sales model.
• Collaborate with Outside Account Executives, Sales Engineers, and Channel Partners to close deals.

Skills

SaaS sales experience

Prospecting & lead qualification

Relationship building

CRM (Salesforce)

Education

Bachelor's degree

Tools

LinkedIn

6Sense

Outreach

ZoomInfo

Salesforce

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.

Digital Sales Representative

We are seeking a driven and proactive Digital Sales Representative to accelerate pipeline and revenue growth. In this role, you will leverage your SaaS sales experience to engage prospective customers, build strong relationships, and drive new opportunities using the SailPoint sales model.

You will collaborate closely with field teams—including Outside Account Executives, Sales Engineers, and Channel Partners—to acquire new logos and expand existing accounts. If you are early in your closing career, we provide the mentorship and enablement to help you develop closing skills and manage end-to-end deal cycles by the end of your first year.

Qualifications:

• 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)
• Bachelor's degree is strongly preferred.

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

The Path to Success

Our most successful DSR’s achieve these milestones to achieve early productivity & success. Within the first month your goals will include:

• 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; a high-level understanding of our main 5 business functions and the teams that compose them.
• 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, and convert to opportunities within Salesforce.

By the time you have been with SailPoint for 3 months you will have:

• Completed Revenue Onboarding.
• Completed mock discovery call and refined SailPoint Pitch.
• Created a development plan for yourself and reviewed with your manager for alignment.
• Continued to have periodic meetings with your buddy.
• Shadowed 4 Discovery Calls.
• Aligned and mapped your top 4 accounts.
• Made your first 10 calls in Outreach.
• Booked your first discovery call.
• Created a minimum of one opportunity in Salesforce.
• Delivered against Core KPI’s as documented in KPI Dashboard.

By the end of your first 6 months, along with the previous milestones you will have:

• Achieved funnel & pipeline targets and all critical activities managed through the KPI dashboard.
• Closed a deal, as marked by DSR Closer, with support from AE (Account Executive).

By the end of your first 12 months at SailPoint, along with the content in the previous milestones you will have:

• Delivered against yearly target for funnel & pipeline.
• Maintained KPI results on track with targets.
• Closed deals independently without support of AE.