Digital Sales Representative

SailPoint•Austin, TX

15d•Hybrid

About The Position

SailPoint is looking for a talented, enthusiastic, and motivated Digital Sales Representative who will be responsible for driving sales growth through proactive outreach, relationship building, and strategic sales tactics. Using your experience in SaaS (Software as a Service) opportunity creation & sales, you will be responsible for delivering a positive customer experience using the SailPoint sales model while maximizing revenue in target accounts. In this role you will collaborate with field sales teams (including Outside Sales Executives, SEs, Channel Partners, and more) to bring in new customers and expand existing SailPoint accounts. If you're new to closing deals, don't worry—our goal is to help you develop upselling skills and close smaller deals by the end of your first year in this role!

Requirements

MUST currently be working as an SDR/BDR at a Software Company
Must live in Austin and be able to work a hybrid schedule (Tues and Thurs in office)
Experience in SaaS (Software as a Service) opportunity creation & sales

Nice To Haves

Bachelor's degree is strongly preferred.

Responsibilities

Driving sales growth through proactive outreach, relationship building, and strategic sales tactics.
Delivering a positive customer experience using the SailPoint sales model while maximizing revenue in target accounts.
Collaborating with field sales teams (including Outside Sales Executives, SEs, Channel Partners, and more) to bring in new customers and expand existing SailPoint accounts.
Developing upselling skills and closing smaller deals by the end of the first year.
Completing Getting started Checklist, including Pre/Post Revenue Onboarding Coursework, attending HR onboarding Sessions, Access Identity University, and complete role specific suggested courses.
Familiarizing with the High-level Function Org Chart; a high-level understanding of our main 5 business functions and the teams that compose them.
Making use of all video collateral to augment onboarding training.
Learning the SailPoint pitch.
Meeting the team – Digital Sales, AE’s, Marketing, Channel, Sales Leadership. (Schedule intro meetings with key stakeholders as identified by your manager)
Meeting your buddy and setting up Bi-weekly meetings & 1 to 1’s with your manager.
Listening in and shadowing your first discovery call.
Ensuring access to and familiarity with all tools in your digital tech stack.
Walking your manager through prospecting efforts with LinkedIn, 6Sense, Outreach, ZoomInfo.
Demonstrating knowledge in how to uncover corporate insights and persona-based imperatives.
Demonstrating how to sequence prospects, both outbound and inbound, effectively action all leads within time bound SLAs, and convert to opportunities within Salesforce.
Completing Revenue Onboarding.
Completing mock discovery call and refining SailPoint Pitch.
Creating a development plan for yourself and reviewed with your manager for alignment.
Continuing to have periodic meetings with your buddy.
Shadowing 4 Discovery Calls.
Aligning and mapping your top 4 accounts.
Making your first 10 calls in Outreach.
Booking your first discovery call.
Creating a minimum of one opportunity in Salesforce.
Delivering against Core KPI’s as documented in KPI Dashboard.
Achieving funnel & pipeline targets and all critical activities managed through the KPI dashboard.
Closing a deal, as marked by DSR Closer, with support from AE (Account Executive).
Delivering against yearly target for funnel and pipeline.
Maintaining KPI results on track with targets.
Closing deals independently without support of AE.