Enterprise Account Executive-Southern California

SailPoint•Los Angeles, CA

2d•$112,550 - $170,448

About The Position

SailPoint is hiring an Enterprise Account Executive to sell its Identity Security solution in Southern California. The role focuses on developing and managing enterprise customer and partner relationships, identifying account and territory opportunities, and delivering revenue growth. The successful candidate will guide prospects through discovery, qualification, solution positioning, demonstrations, negotiations, and close, while providing a strong customer experience and coordinating a virtual team of partners and internal resources. The account executive is expected to sell collaboratively, prepare and coordinate the team, and work with leadership to refine territory and opportunity strategies. The role includes substantial territory planning and account development, accurate forecasting and Salesforce updates, and ongoing collaboration with marketing, channel, technical, professional services, and customer success teams. Business travel of approximately 50% yearly is expected. SailPoint is an identity security company whose customers include half of the Fortune 500 and half of the ASX 50. The company describes its culture as a best place to work, an honor its employees have voted for 15 years in a row. The compensation package may include a corporate bonus plan or role-specific commission and potential equity participation. The estimated U.S. base salary range is $112,550–$170,448; pay in other locations is competitive for the employee’s home location.

Requirements

Skilled communicator in initial engagements and discovery calls, able to analyze prospect needs and qualify opportunities.
Highly proficient in understanding and presenting SailPoint’s solution value and comparing it with Microsoft, Okta, and Saviynt.
Able to provide a strong customer experience and competitively position SailPoint solutions, including partner services.
Able to lead and coordinate a virtual team of partner and internal resources to achieve sales wins and customer success.
Collaborative, team-oriented selling approach rather than operating independently.
Able to take initiative, prepare team members for calls, determine who should engage and when, and hold participants accountable for follow-through.
Able to create territory and opportunity plans that define steps from discovery through subsequent sales-cycle stages.
Able to work with leadership to refine sales ideas and strategies.
Able to maintain accurate Salesforce activity and updates, forecasting, and channel reporting tools.
Business travel of approximately 50% yearly.
Bachelor’s degree or global equivalent in an IT, business, or sales-related field is preferred but not required.

Nice To Haves

Bachelor’s degree or global equivalent in an IT, business, or sales-related field.
Achieve SailPoint’s “1st Mate” enablement badge and “Captains” badge on HighSpot as part of the role’s success milestones.

Responsibilities

Exceed quarterly and annual revenue quota goals.
Address customer and partner inquiries with accurate information and tailored solutions.
Develop business plans aligned with the assigned territory.
Engage strategically with customers and business partners to maintain customer service consistent with SailPoint’s values.
Collaborate with marketing to develop and execute plans through or with partners and end users.
Pursue supplied leads and keep internal systems updated.
Lead appropriate technical resources in demonstrating SailPoint’s advantages to customers.
Follow up with customers and coordinate with the post-sale team to provide ongoing account coverage and identify new sales opportunities.
Own and oversee the sales cycle, including qualification, presentations, demonstrations, RFP responses, negotiations, and closing.
Build a deep understanding of territory customers, prospects, partners, influencers, and competitors.
Understand and communicate product and technology strategies used by competing and complementary organizations in SailPoint’s market.
Initiate, navigate, and manage discussions across customer organizations, from business stakeholders to technical decision-makers.
Use channel management and reporting tools, maintain accurate forecasts, and keep Salesforce records current.
Plan existing customer accounts, identify potential for growth, and prioritize the top 20 accounts and three “Big Bet” accounts.
Develop territory, account, opportunity, marketing, and channel plans; present plans and strategies to sales management.
Build partner stakeholder maps and relationships, meet existing customers, and identify opportunities to extend SailPoint’s value.
Lead an operating cadence with the virtual sales team and coordinate partner, presales, partner management, deal desk, professional services, BVA, and customer success resources.
Build pipeline, progress existing opportunities, develop new pipeline, and refine go-to-market messaging for the market segment.

Benefits

Medical, dental, and vision insurance.
Short-term and long-term disability coverage.
Life insurance and Accidental Death & Dismemberment (AD&D) coverage.
Supplemental life insurance options for employees, spouses, and children.
Flexible spending accounts for health care and dependent care, including a limited-purpose flexible spending account.
401(k) Savings and Investment Plan with company matching.
Flexible vacation policy.
Eight paid holidays annually.
Sick leave.
Paid parental leave.
Employee Assistance Program and Care Counselors.
Voluntary legal assistance, critical illness, accident, hospital indemnity, and pet insurance options.
Health Savings Account with employer contribution.
Potential eligibility for the SailPoint Corporate Bonus Plan or role-specific commission.
Potential eligibility for equity participation.