Strategic Account Executive- NYC Metro

SailPoint Technologies Holdings, Inc.; New Jersey; On-site; USD 123,750 - 208,624; Full time

Benefits offered by this job

Health and wellness coverage: Medical, dental, and vision insurance

401(k) savings and investment plan with company matching

Flexible vacation policy

Paid parental leave

Job summary

SailPoint Technologies Holdings, Inc. is seeking an experienced Account Executive to sell its Identity Security solutions. The role requires strong communication skills and the ability to lead a virtual team of internal stakeholders and partners.

The ideal candidate will have experience in sales, preferably in a technology environment. Responsibilities include exceeding revenue quotas and developing comprehensive business plans to align with assigned territory.

Additional benefits include health, wellness, and flexible vacation policies, along with a competitive salary range of $123,750 to $208,624.

Qualifications

• Experience in sales, preferably in a technology environment.
• Ability to lead virtual teams and collaborate with partners.
• Willingness to travel approximately 50% yearly.

Responsibilities

• Exceed revenue quota goals quarterly and yearly.
• Develop business plans aligned with assigned territory.
• Engage with customers and business partners.

Skills

Strong communication skills

Understanding of product portfolio

Sales cycle management

Salesforce usage

Education

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

Job description

Account Executive – Identity Security Solutions

SailPoint is seeking an experienced Account Executive to sell our Identity Security solutions. The role requires strong communication skills, a deep understanding of our product portfolio, and the ability to lead a virtual team of partner resources and internal stakeholders.

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 that align with 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 and/or 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 the post‑sale team to ensure consistent and ongoing coverage of the 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.
• 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 complementary 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.

Path to Success – Milestones

• 1‑Month Milestones:
  • Establish a plan for existing customers, identifying opportunities for uplift and account potential.
  • Segment the account list into your top 20 focused accounts and the top 3 big‑bet accounts.
  • Meet with old account managers and partners to capture history and services offered.
  • Work with Marketing and Channel Managers on marketing and channel plans.
• 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.
  • Meet weekly with sales management to keep Salesforce and Clari up to date.
• 3‑Month Milestones:
  • Complete a territory plan and present it to Sales Management, including account oversights, prioritized accounts, and pipeline growth plans.
  • Lead an operating cadence with the virtual team and achieve the “1st Mate” enablement badge.
• 4‑Month Milestones:
  • Create account and opportunity plans for key accounts and opportunities.
  • Present forecast for self‑generated opportunity and expected time to first sale.
  • Develop strategies to approach top 20 accounts and present to management.
  • Complete relationship maps in Salesforce so customers on the top 20 know who you are.
• 6‑Month Milestones:
  • Build a pipeline of 2 to 3 times the target, comprising existing customer pipeline, new pipeline, and refined go‑to‑market messaging.
  • Complete your “Captains” badge on HighSpot.

Education and Experience

• Preferred but not required: Bachelor’s degree or global equivalent in an IT, business, or sales‑related field.
• Business travel of approximately 50% yearly is expected.

Compensation

As part of the total compensation package, this role may include a SailPoint Corporate Bonus Plan or a role‑specific commission, along with potential equity participation. Base salaries for US employees are in the range of $123,750 to $208,624.00, depending on experience, skills, market conditions, and location. Competitive ranges apply to other regions. Compensation is based on a blend of preceding factors and internal peer equity.

Benefits Overview

• 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
• 401(k) savings and investment plan with company matching
• Flexible vacation policy
• Eight paid holidays annually
• Sick 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

Equal Opportunity Employment

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, veteran status, or any other category protected by applicable law.

Application Process

For application assistance or reasonable accommodations, contact [e-mail] or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726.