Digital Sales Representative

SailPoint • Austin, TX

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 collaborate with field sales teams (including Outside Sales Executives, SEs, Channel Partners, and more) to bring in new customers and expand 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.
• Responsible for delivering a positive customer experience using the SailPoint sales model while maximizing revenue in target accounts.
• Collaborate with field sales teams (including Outside Sales Executives, SEs, Channel Partners, and more) to bring in new customers and expand existing SailPoint accounts.
• Develop upselling skills and close smaller deals by the end of your first year in this role.
• 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.
• Completed Revenue Onboarding.
• Completed mock discovery call and refined SailPoint Pitch.
• Created a development plan for yourself and reviewed with your manager for alignment.
• Continued to have periodic meetings with your buddy.
• Shadowed 4 Discovery Calls.
• Aligned and mapped your top 4 accounts.
• Made your first 10 calls in Outreach.
• Booked your first discovery call.
• Created a minimum of one opportunity in Salesforce.
• Delivered against Core KPI’s as documented in KPI Dashboard.
• Achieved funnel & pipeline targets and all critical activities managed through the KPI dashboard.
• Closed a deal, as marked by DSR Closer, with support from AE (Account Executive).
• Delivered against yearly target for funnel and pipeline.
• Maintained KPI results on track with targets.
• Closed deals independently without support of AE.

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
• 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