Healthcare Sales Executive

SailPoint; Kentucky; On-site; USD 80,000 - 100,000; Full time

Job summary

A leading identity security company is seeking a Healthcare Account Executive to sell its Identity Security Solutions. This role focuses on engaging customers, leading a virtual sales team, and exceeding revenue quotas. The candidate should possess strong communication skills and a bachelor's degree in IT, business, or a sales-related field. Expected travel is approximately 50%. The position is based in Kentucky.

Qualifications

• Strong communicator during discovery calls with prospects.
• Ability to lead a virtual team for sales engagement.
• Experience in presenting competitive solutions.

Responsibilities

• Exceed revenue quotas on a quarterly and yearly basis.
• Develop business plans aligned to your assigned territory.
• Own and oversee all aspects of the sales cycle.

Skills

Communication skills

Sales experience

Customer engagement

Education

Bachelor’s degree in IT, business or sales-related field

Tools

Salesforce

Job description

Overview

SailPoint is the leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half of the ASX 50. This strength provides a 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 be part of our culture. We are recognized by analysts such as Gartner, Forester and Kuppinger Cole as a leader in the market. 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 Healthcare Account Executive, to sell our Identity Security Solution.

To excel, the position requires an account executive who is a skilled communicator in first engagements and discovery calls, understands the prospect’s needs to qualify an opportunity, and is highly proficient in presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt. The role emphasizes delivering a superior customer experience from the first discovery call, competitively positioning our solutions and a broader value proposition including partner services. The candidate will 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. The person does not operate independently, but sells as a team and acts as the quarterback—prepping the team on what is needed prior to calls, making good decisions about engagement, and holding people accountable. This role involves creating a territory or opportunity plan detailing steps from discovery to next sales cycle stages, refining ideas with leadership to optimize sales strategy, and working with leadership to improve sales effectiveness.

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 aligned to their needs.
• Develop business plans aligned to your assigned territory.
• Strategically engage with customers and business partners to maintain high levels of customer service aligned with SailPoint’s core values.
• Collaborate with marketing to develop and execute marketing plans through/with partners and end users.
• Pursue all leads and ensure internal systems are updated.
• Lead the appropriate technical resources to demonstrate SailPoint’s advantages to the customer.
• Follow up with customers and partners with the post-sale team to ensure ongoing coverage and new sales opportunities.
• Own and oversee all aspects of the sales cycle including qualifying, presentations, demonstrations, RFP responses, negotiations, and closing.
• Foster a deep understanding of the territory including customers, prospects, partners, influencers, and competitors.
• Understand and communicate product and technology strategies of competitive and complementary organizations in the SailPoint market space.
• Initiate, navigate, and manage discussions across all levels of a customer’s organization from business stakeholders to technical decision-makers.
• Utilize channel management and reporting tools, including accurate forecasting and Salesforce hygiene.

The path to success

1-month milestones: Establish plan for existing customers identifying opportunities for uplift and account potential; segment top 20 accounts and Top 3 Big Bet accounts; meet with old account managers and partners; collaborate with Marketing and Channel Managers on plans.

2-month milestones: Create a stakeholder map for key partners, connect with influencers, maintain Salesforce hygiene, and meet weekly with sales management to keep Salesforce and Clari up to date.

3-month milestones: Complete territory plan and present to Sales Management; review existing accounts and potential; prioritize accounts; clean the pipeline of 2025 opportunities; plan marketing and channel engagement; meet all existing customers for opportunities; lead operating cadence with virtual team; achieve enablement milestones.

4-month milestones: Create account and opportunity plans for key accounts; present forecast for self-generated opportunities and time to first sale; develop strategies for Top 20 accounts; complete relationship maps in Salesforce; show progress through sales stages for inbound/inherited opportunities; present SailPoint value proposition to management or clients.

6-month milestones: Build a pipeline of 2–3x target; progress existing pipeline; refine go-to-market messaging against competitors; complete Captain’s badge on High Spot.

Education and travel

Education: Preferred but not required — Bachelor’s degree or global equivalent in IT, business or sales-related field. Travel: approximately 50% business travel expected.

Equal opportunity

SailPoint is an equal opportunity employer. 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.

Benefits and compensation vary by location. The total compensation package may include a corporate bonus plan or role-specific commission, equity participation, and other benefits as described. Salary ranges are provided where applicable.

Additional notes

Alternative methods of applying for employment are available to individuals unable to submit an application through this site due to disability. For accommodations, contact [e-mail] or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726. Unsolicited resumes sent to this email will not be considered.