Enterprise Sales Executive

Savvy; Sweden; On-site; USD 120,000 - 210,000; Full time

Benefits offered by this job

Health

Retirement

EAP

Leave support

Paid time off

Company-paid holidays

Job summary

SailPoint is seeking an Account Executive to sell our Identity Security Solution. You will own the full sales cycle—from qualification and demonstrations to RFP responses and closing—within a dynamic, global team.

You will develop territory plans, engage with customers and partners, collaborate with marketing, and maintain Salesforce hygiene to forecast accurately. Travel is expected but team-centric culture rewards performance.

Qualifications

• Bachelor’s degree or global equivalent in IT, business or sales.

Responsibilities

• Exceed revenue quota goals on a quarterly and yearly basis.
• Address each customer’s and partner’s inquiries with accurate information and tailored solutions.
• Develop business plans aligned to your assigned territory.
• Engage with customers and partners to maintain a high level of customer service.
• 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 ongoing coverage of account.
• Own and oversee all aspects of the sales cycle, including qualifying, presentations, negotiations, and closing.
• 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 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.

Skills

Sales

Account planning

Salesforce hygiene

Channel management

Marketing collaboration

Customer engagement

RFP responses

Education

Bachelor’s degree in IT/Business/Sales

Tools

Salesforce

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 sales people to become a part of our awesome culture.

We are recognised 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. Organisations 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 an Account Executive, to sell our Identity Security Solution.

Responsibilities

• 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 an accurate forecasting and Salesforce hygiene.

The path to success

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.

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.

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 percent yearly is expected for this position.

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.

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, or disability. We evaluate applicants using job-related, objective, and non-discriminatory criteria. Our job titles, job descriptions, and recruitment processes are intended to be gender-neutral and to support equal pay for equal work or work of equal value.

As a part of the total compensation package, this role may be eligible for participation in one of our performance-based cash compensation programs - the SailPoint Corporate Bonus Plan or a role-specific commission plan, along with potential eligibility for equity participation. SailPoint maintains 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. The base salary for this role will be in this range from (min-max, LOCAL CURRENCY):

kr707,400 - kr1,071,236.00

Additional offerings include a variety of benefits, including health, retirement, EAP, leave support, paid time off, and company-paid holidays.

Benefits

• health
• retirement
• EAP
• leave support
• paid time off
• company-paid holidays