Digital Sales Representative
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 seeking a driven and proactive Digital Sales Representative to accelerate pipeline and revenue growth. In this role, you will leverage your SaaS sales experience to engage prospective customers, build strong relationships, and drive new opportunities using the SailPoint sales model. You will collaborate closely with field teams—including Outside Account Executives, Sales Engineers, and Channel Partners—to acquire new logos and expand existing accounts. If you are early in your closing career, we provide the mentorship and enablement to help you develop closing skills and manage end-to-end deal cycles by the end of your first year.
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)
- SaaS sales experience
Nice To Haves
- Bachelor's degree is strongly preferred.
Responsibilities
- Engage prospective customers, build strong relationships, and drive new opportunities using the SailPoint sales model.
- Collaborate closely with field teams—including Outside Account Executives, Sales Engineers, and Channel Partners—to acquire new logos and expand existing accounts.
- Develop closing skills and manage end-to-end deal cycles.
- Complete Getting started Checklist, including Pre/Post Revenue Onboarding Coursework, attending HR onboarding Sessions, Access Identity University, and complete role specific suggested courses.
- Familiarize yourself with the High-level Function Org Chart; a high-level understanding of our main 5 business functions and the teams that compose them.
- Make use of all video collateral to augment onboarding training.
- Learn the SailPoint pitch.
- Meet the team – Digital Sales, your AE’s, Marketing, Channel, Sales Leadership. (Schedule intro meetings with key stakeholders as identified by your manager)
- Meet your buddy and set up Bi-weekly meetings & 1 to 1’s with your manager.
- Listen in and shadow your first discovery call.
- Ensure access to and familiarity with all tools in your digital tech stack.
- Walk your manager through prospecting efforts with LinkedIn, 6Sense, Outreach, ZoomInfo. Demonstrate knowledge in how to uncover corporate insights and persona-based imperatives.
- Demonstrate how to sequence prospects, both outbound and inbound, effectively action all leads within time bound SLAs, and convert to opportunities within Salesforce.
- Complete mock discovery call and refined SailPoint Pitch.
- Create a development plan for yourself and reviewed with your manager for alignment.
- Continue to have periodic meetings with your buddy.
- Shadow 4 Discovery Calls.
- Align and map your top 4 accounts.
- Make your first 10 calls in Outreach.
- Book your first discovery call.
- Create a minimum of one opportunity in Salesforce.
- Deliver against Core KPI’s as documented in KPI Dashboard.
- Achieve funnel & pipeline targets and all critical activities managed through the KPI dashboard.
- Close a deal, as marked by DSR Closer, with support from AE (Account Executive).
- Deliver against yearly target for funnel and pipeline.
- Maintain KPI results on track with targets.
- Close deals independently without support of AE.
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
Entry Level
