Digital Sales Representative

SailPoint • Washington, DC

1d • 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 be linked with a team of field sales counterparts (Outside Account Executive, SEs, Channel Partners, etc.) helping to penetrate new accounts and cross-sell into existing SailPoint accounts. The ideal candidate is a dynamic individual with effective communication skills, very well organized, a knack for persuasion, and a deep understanding of digital sales techniques.

Requirements

• Current experience in Software Sales in an ISR type of role.
• Experience upselling/closing small deals.
• Must live in: Austin (hybrid), Chicago or the DC Metro area.
• A bachelor’s degree is strongly preferred.
• Effective communication skills.
• Very well organized.
• A knack for persuasion.
• Deep understanding of digital sales techniques.

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.
• Penetrating new accounts and cross-selling into existing SailPoint accounts in collaboration with field sales counterparts.
• Completing Getting started Checklist, including Pre/Post Revenue Onboarding Coursework, attending HR onboarding Sessions, Access Identity University, and complete role specific suggested courses within the first month.
• Familiarizing with the High-level Function Org Chart and understanding SailPoint's main business functions and teams within the first month.
• Utilizing all video collateral to augment onboarding training within the first month.
• Learning the SailPoint pitch within the first month.
• Meeting the team – Digital Sales, AE’s, Marketing, Channel, Sales Leadership, and scheduling intro meetings with key stakeholders as identified by your manager within the first month.
• Meeting your buddy and setting up Bi-weekly meetings & 1 to 1’s with your manager within the first month.
• Listening in and shadowing your first discovery call within the first month.
• Ensuring access to and familiarity with all tools in your digital tech stack within the first month.
• Walking your manager through prospecting efforts with LinkedIn, 6Sense, Outreach, ZoomInfo within the first month.
• Demonstrating knowledge in how to uncover corporate insights and persona-based imperatives within the first month.
• Demonstrating how to sequence prospects, both outbound and inbound, effectively action all leads within time bound SLAs, and convert to opportunities within Salesforce by the end of the first month.
• Completing Revenue Onboarding by the end of the first 3 months.
• Completing mock discovery call and refining SailPoint Pitch by the end of the first 3 months.
• Creating a development plan for yourself and reviewing with your manager for alignment by the end of the first 3 months.
• Continuing to have periodic meetings with your buddy by the end of the first 3 months.
• Shadowing 4 Discovery Calls by the end of the first 3 months.
• Aligning and mapping your top 4 accounts by the end of the first 3 months.
• Making your first 10 calls in Outreach by the end of the first 3 months.
• Booking your first discovery call by the end of the first 3 months.
• Creating a minimum of one opportunity in Salesforce by the end of the first 3 months.
• Delivering against Core KPI’s as documented in KPI Dashboard by the end of the first 3 months.
• Achieving funnel & pipeline targets and all critical activities managed through the KPI dashboard by the end of the first 6 months.
• Closing a deal, as marked by DSR Closer, with support from AE (Account Executive) by the end of the first 6 months.
• Delivering against yearly target for funnel and pipeline by the end of the first 12 months.
• Maintaining KPI results on track with targets by the end of the first 12 months.
• Closing deals independently without support of AE by the end of the first 12 months.

Benefits

• Medical, dental, and vision insurance
• Short-term and long-term disability
• Life insurance and Accidental Death & Dismemberment (AD&D)
• 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
• 8 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
• SailPoint Corporate Bonus Plan or a role-specific commission
• Potential eligibility for equity participation

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level