Commercial Account Executive
About The Position
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. We are currently seeking a Commercial Account Executive to join our Crew! The US Commercial AE role requires an experienced, motivated sales professional to manage and expand a SailPoint Customer Install Base territory. This position is responsible for selling SailPoint’s Identity Security solutions to end users and channel partners, leveraging all routes to market. Success is defined by a thorough understanding of the client's business, the development of compelling value proposals, and the maintenance of trusted senior-level relationships. Furthermore, the US Commercial AE is expected to meet and exceed the financial expectations of the business.
Requirements
- Proven track record in a full-cycle SaaS or software sales role.
- 5+ years of Business to Business sales experience.
- 2 years in the Identity Management or Security Industries.
- Proven results in a quota-oriented sales environment.
- Understanding of technology and technological innovations.
- Proven negotiation skills.
- Ability to persuade and influence decision makers and executives.
- Effective at presenting to executive management, i.e. C-Level.
- Professionalism, personal integrity, a high internal commitment to achieve success.
- Ability to build and maintain a vast network of professional relationships over a long period of time.
- Strong oral and written communication skills.
Nice To Haves
- Bachelor's degree or global equivalent in an IT, business or sales related field.
Responsibilities
- Manage and expand a SailPoint Customer Install Base territory.
- Sell SailPoint’s Identity Security solutions to end users and channel partners.
- Develop compelling value proposals.
- Maintain trusted senior-level relationships.
- Meet and exceed financial expectations.
- Internalize company core values and maintain a "total customer service" attitude.
- Build relationships with internal teams, including Sales Engineers (SEs), leadership, Partners, and Professional Services.
- Complete mandatory corporate training and sales methodology coursework.
- Gain a deep understanding of SailPoint's Identity Security solutions.
- Become proficient with internal systems like Salesforce (SFDC) and Clari.
- Understand the process for lead follow-up and weekly reporting to ensure 100% accuracy in data hygiene.
- Schedule and conduct customer, prospect, and partner planning meetings.
- Build relationships with key decision-makers and buyers in accounts.
- Create a strategic territory plan to identify growth opportunities, including whitespace analysis.
- Develop heat maps and identify top accounts for modernization and add-on opportunities (for Install Base team).
- Work closely with Regional Partner Manager in identifying strategic Partners within territory.
- Actively work on lead follow-up from marketing and partners.
- Generate new qualified pipeline to contribute to monthly goals.
- Independently lead all aspects of the sales process, from qualifying opportunities to negotiation.
- Marshal technical and sales support resources effectively to demonstrate SailPoint's value.
- Work towards achieving the goal of maintaining a total active pipeline that is 3x annual budget.
- Refine forecasting skills to accurately project "Commit" and "Best Case" deals, aiming for 95-110% accuracy.
- Close deals and generate revenue.
- Demonstrate a strong executive presence and the ability to articulate compelling business value and ROI to C-level executives.
- Maintain 100% accuracy in Salesforce (SFDC) and Clari by updating all leads and opportunities weekly.
- Develop and execute effective territory and account plans.
- Complete 100% of mandatory corporate training on schedule.
- Build and maintain trusted relationships with senior-level decision-makers.
- Ensure consistent and effective communication with internal teams (SEs, Leadership, Partners, etc.).
- Effectively create and manage conversations with stakeholders at all levels, from technical staff to C-suite executives.
Benefits
- 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
- Financial security: 401(k) Savings and Investment Plan with company matching
- Time off benefits: Flexible vacation policy
- Holidays: 8 paid holidays annually
- Sick leave
- Parental support: 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
- SailPoint Corporate Bonus Plan or a role-specific commission
- Potential eligibility for equity participation
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
