Healthcare Account Executive

SailPoint • Austin, TX

1d

About The Position

SailPoint is seeking an Account Executive to sell its Identity Security solution. The role focuses on engaging healthcare customers and partners, understanding prospect needs, qualifying opportunities, and communicating SailPoint’s value in comparison with competitors such as Microsoft, Okta, and Saviynt. The Account Executive is expected to provide a strong customer experience and to lead a coordinated virtual team of partner and internal resources throughout the sales process and into customer success.

The position owns the full sales cycle, from discovery and qualification through presentations, demonstrations, RFP responses, negotiations, and closing. The Account Executive develops territory, account, and opportunity plans; maintains accurate forecasting and Salesforce records; builds relationships with customers and partners; and works with leadership to refine sales strategy. Business travel of approximately 50 percent yearly is expected.

The posting outlines milestones for the first six months, including segmenting and prioritizing accounts, meeting existing customers and partners, preparing territory and account plans, building pipeline, presenting forecasts and value propositions, and completing specified SailPoint enablement badges. A bachelor’s degree or global equivalent in an IT, business, or sales-related field is preferred but not required. For US-based employees, the estimated base salary range is $111,200–$168,381, with potential eligibility for a corporate bonus or role-specific commission and equity participation.

SailPoint describes itself as an equal opportunity employer. Benefits vary by employment location and circumstances and include medical, dental, and vision insurance; disability and life coverage; flexible spending and health savings accounts; a 401(k) plan with company matching; flexible vacation; paid holidays; sick leave; paid parental leave; an Employee Assistance Program; and voluntary benefit options including legal assistance and pet insurance.

Requirements

• Skilled communicator in initial engagements and discovery calls, able to analyze prospect needs and qualify opportunities.
• Proficient in understanding and presenting SailPoint solutions and differentiating them from Microsoft, Okta, and Saviynt.
• Able to provide a strong customer experience and competitively position SailPoint’s solutions and broader value proposition, including partner services.
• Able to lead and coordinate a virtual team of partner resources and internal teams, including presales, partner management, deal desk, professional services, business value analysis, and customer success.
• Able to take initiative, prepare team members before calls, determine who should engage and when, and ensure follow-through.
• Able to create territory and opportunity plans that map steps from discovery through the sales cycle.
• Able to collaborate with leadership to refine sales ideas and strategy.
• Approximately 50 percent yearly business travel 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.
• Respond to 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 consistent with SailPoint’s core values.
• Collaborate with Marketing to develop and execute marketing plans through 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 partner with the post-sale team to maintain 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 the territory, including customers, prospects, partners, influencers, and competitors.
• Understand and communicate product and technology strategies used by competitive 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, maintaining accurate forecasts and Salesforce records.
• Create territory and opportunity plans and coordinate internal and partner resources to advance opportunities.
• Meet with existing customers and identify opportunities to extend the value they receive from SailPoint.
• Lead an operating cadence with the virtual team and present plans, pipeline, and forecasts to sales management.

Benefits

• Medical insurance
• Dental insurance
• Vision insurance
• Short-term disability coverage
• Long-term disability coverage
• Life insurance
• 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 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 coverage
• Voluntary critical illness coverage
• Voluntary accident coverage
• Voluntary hospital indemnity coverage
• Voluntary pet insurance options
• Health Savings Account with employer contribution
• Potential eligibility for a corporate bonus plan or role-specific commission
• Potential eligibility for equity participation

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed