Enterprise Account Executive-Southern California

SailPoint•Los Angeles, CA

1d•$112,550 - $170,448

About The Position

SailPoint is seeking an Enterprise Account Executive to sell its Identity Security solution in Southern California. The role focuses on understanding customer needs, qualifying opportunities, communicating SailPoint’s value against competitors such as Microsoft, Okta, and Saviynt, and delivering a strong customer experience. The Account Executive leads a cross-functional virtual team—including partners, presales, partner management, deal desk, professional services, business value analysis, and customer success—to win business and support customer outcomes. The position requires collaborative selling, sound judgment about team engagement, and the ability to develop and execute territory and opportunity plans with sales leadership. The Account Executive owns the sales cycle from qualification through presentations, demonstrations, RFP responses, negotiations, and closing. They develop territory and account plans, build pipeline, maintain accurate forecasts and Salesforce records, collaborate with marketing and channel partners, and coordinate with post-sale teams to identify ongoing account opportunities. Business travel of approximately 50% annually is expected. The role includes a structured onboarding path with milestones from the first through sixth months, covering account and territory planning, partner and stakeholder mapping, customer meetings, Salesforce and Clari hygiene, pipeline development, forecasting, sales enablement, and presentation of strategies to sales management. A bachelor’s degree or global equivalent in an IT-, business-, or sales-related field is preferred but not required. The estimated U.S. base salary range is $112,550–$170,448. The role may also be eligible for a corporate bonus plan or role-specific commission and potential equity participation. Benefits vary by location and employment circumstances.

Requirements

Skilled communicator in first engagements and discovery calls, able to analyze prospect needs and qualify opportunities.
Highly proficient in understanding and presenting the value of SailPoint solutions and comparing them with Microsoft, Okta, and Saviynt.
Able to provide a superior customer experience and competitively position SailPoint solutions and partner services.
Able to lead a virtual team of partner, presales, partner management, deal desk, professional services, business value analysis, and customer success resources.
Collaborative team-selling approach, with the ability to coordinate team contributions and ensure accountability.
Able to create territory and opportunity plans that define steps from discovery through subsequent sales-cycle stages.
Able to work closely with leadership to refine sales ideas and strategies.
Business travel of approximately 50% yearly is expected.

Nice To Haves

Bachelor’s degree or global equivalent in an IT-, business-, or sales-related field (preferred but not required).

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 provide a high level of customer service.
Collaborate with marketing to develop and execute marketing plans through and with partners and end users.
Pursue supplied leads and keep internal systems updated.
Lead technical resources in demonstrating SailPoint’s advantages to customers.
Follow up with customers and partner with post-sale teams to ensure ongoing account coverage and identify new sales opportunities.
Own and oversee the full 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 competitive and complementary organizations’ product and technology strategies in the SailPoint market.
Initiate, navigate, and manage discussions across customer organizations, from business stakeholders to technical decision-makers.
Use channel management and reporting tools, maintaining accurate forecasts and Salesforce records.
Create territory, account, and opportunity plans and present strategies and forecasts to sales management.
Build and manage a cross-functional virtual team, coordinating contributors and holding them accountable for follow-through.
Meet existing customers and identify opportunities to extend the value they receive from SailPoint.
Develop a pipeline of two to three times target and refine go-to-market strategies for the market segment.

Benefits

Medical, dental, and vision insurance.
Short-term and long-term disability coverage.
Life insurance and Accidental Death & Dismemberment coverage.
Supplemental life insurance options for employees, spouses, and children.
Flexible spending accounts for health care and dependent care, including a limited-purpose 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 a corporate bonus plan or role-specific commission and equity participation.