Digital Sales Representative - SLED
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 Enterprise Software Sales in an ISR type of role.
- Experience upselling/closing small deals.
- Must live in Austin (hybrid), Chicago, or the DC area.
- Effective communication skills.
- Very well organized.
- A knack for persuasion.
- A deep understanding of digital sales techniques.
- Familiarity with LinkedIn, 6Sense, Outreach, ZoomInfo.
Nice To Haves
- A bachelor’s degree is strongly preferred.
- Experience in SLED/Public sector is 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.
- 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.
- 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.
- Scheduling 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.
Benefits
- Equal opportunity employer
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
Associate degree
