Account Executive- SLED

SailPoint•Austin, CA

About The Position

SailPoint is seeking an SLED Account Executive to sell its Identity Security solutions. The role focuses on engaging public-sector customers and partners, understanding their needs, presenting SailPoint’s value and competitive advantages, and guiding opportunities through the sales cycle. The Account Executive provides a strong customer experience, develops territory and opportunity plans, and coordinates a virtual team of partner and internal resources to support sales wins and customer success. The position owns the sales cycle from qualification through negotiation and close, while maintaining accurate forecasts and Salesforce records. The Account Executive works with sales leadership, marketing, channel partners, presales, professional services, deal desk, and customer success. The role includes approximately 50% yearly business travel. The posting outlines milestones for the first six months, including developing territory and account plans, engaging existing customers and partners, building pipeline, presenting SailPoint’s value proposition, and completing internal enablement badges. Preferred education is a bachelor’s degree or global equivalent in an IT-, business-, or sales-related field, but it is not required. For US-based employees, the estimated base salary range is $112,550–$170,448 USD. The role may be eligible for the SailPoint Corporate Bonus Plan or role-specific commission, and potential equity participation. Benefits include medical, dental, and vision insurance; disability and life coverage; flexible spending and health savings accounts; a 401(k) plan with company matching; flexible vacation; eight paid holidays; sick leave; paid parental leave; an Employee Assistance Program; and optional legal, critical illness, accident, hospital indemnity, and pet insurance.

Requirements

Skilled communicator in first engagements and discovery calls, able to analyze prospect needs and qualify opportunities.
Highly proficient in understanding and presenting SailPoint solutions and differentiating them from Microsoft, Okta, and Saviynt.
Able to deliver a strong customer experience and competitively position SailPoint solutions, partner services, and broader value propositions.
Able to lead and coordinate partner resources and internal teams, including presales, partner management, deal desk, professional services, BVA, and customer success.
Team-oriented selling approach; able to prepare team members for calls, determine who should engage and when, and ensure follow-through.
Able to create territory and opportunity plans that map the steps from discovery to subsequent sales stages.
Able to work with leadership to refine sales strategies.
Approximately 50% yearly business travel.
Preferred but not required: bachelor’s degree or global equivalent in an IT-, business-, or sales-related field.

Nice To Haves

Bachelor’s degree or global equivalent in an IT-, business-, or sales-related field (preferred but not required).

Responsibilities

Exceed quarterly and yearly revenue quota goals.
Address customer and partner inquiries with accurate information and tailored solutions.
Develop business plans aligned to the assigned territory.
Engage customers and business partners strategically while maintaining customer service aligned with SailPoint’s core values.
Collaborate with marketing to develop and execute marketing plans with partners and end users.
Pursue supplied leads and keep internal systems updated.
Lead appropriate technical resources in demonstrating SailPoint’s advantages to customers.
Follow up with customers and partner with the post-sale team to provide ongoing account coverage and identify new sales opportunities.
Own and oversee the sales cycle, including qualification, presentations, demonstrations, RFP responses, negotiations, and closing.
Build and maintain a deep understanding of territory customers, prospects, partners, influencers, and competitors.
Understand and communicate competitive and complementary organizations’ product and technology strategies.
Initiate, navigate, and manage discussions across customer organizations, from business stakeholders to technical decision-makers.
Use channel management and reporting tools, maintain accurate forecasts, and ensure Salesforce hygiene.
Create territory, account, and opportunity plans and coordinate a virtual team of internal and partner resources.
Meet existing customers and identify opportunities to extend the value they receive from SailPoint.
Develop a pipeline, refine go-to-market messaging, and present plans and forecasts to sales management.

Benefits

Medical insurance
Dental insurance
Vision insurance
Short-term and long-term disability coverage
Life insurance and Accidental Death & Dismemberment coverage
Supplemental life insurance options for employees, spouses, and children
Flexible spending accounts for health care and dependent care, including a 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 and Care Counselors
Optional legal assistance, critical illness, accident, hospital indemnity, and pet insurance
Health Savings Account with employer contribution
Potential eligibility for a corporate bonus plan or role-specific commission
Potential eligibility for equity participation