Healthcare Account Executive

SailPoint•Austin, TX

2d•$111,200 - $168,381

About The Position

SailPoint is seeking an Account Executive to sell its Identity Security solution. The role focuses on building and managing customer and partner relationships, qualifying opportunities, communicating SailPoint’s value against competitors, and delivering a strong customer experience throughout the sales cycle. The Account Executive leads a cross-functional virtual team—including partners, presales, partner management, deal desk, professional services, business value assessment, and customer success—and works with leadership to refine territory and opportunity strategies. The position owns the full sales cycle, from qualification and presentations through demonstrations, RFP responses, negotiations, and closing. The Account Executive is expected to develop territory and account plans, achieve quarterly and annual revenue goals, maintain accurate Salesforce and forecasting records, and collaborate with marketing, channel partners, technical teams, and post-sale teams. The role includes approximately 50% business travel annually. The first six months include milestones for assessing and segmenting accounts, meeting customers and partners, creating territory and opportunity plans, maintaining Salesforce and Clari records, developing pipeline, presenting plans and SailPoint’s value proposition, and completing enablement badges. A bachelor’s degree or global equivalent in an IT, business, or sales-related field is preferred but not required. US-based estimated base salary is $111,200–$168,381. The role may also be eligible for the SailPoint Corporate Bonus Plan or role-specific commission, and potential equity participation. Compensation and benefits vary by employment location and the nature of employment. Benefits listed include medical, dental, and vision insurance; short- and long-term disability coverage; life insurance and AD&D; flexible spending accounts; a 401(k) plan with company matching; flexible vacation; eight paid holidays; sick leave; paid parental leave; an Employee Assistance Program and care counselors; optional legal, critical illness, accident, hospital indemnity, and pet insurance; and an HSA with employer contribution.

Requirements

Skilled at communicating in first engagements and discovery calls and analyzing prospect needs to qualify opportunities.
Proficient in understanding and presenting the value of SailPoint solutions and comparing them with Microsoft, Okta, and Saviynt.
Able to provide a strong customer experience and competitively position SailPoint solutions and partner services.
Able to lead a cross-functional virtual sales team and coordinate team contributions.
Able to create territory and opportunity plans that define steps from discovery through the sales cycle.
Able to make decisions about which resources to engage and when, and hold people accountable for follow-through.
Able to own the sales cycle, including qualification, presentations, demonstrations, RFP responses, negotiations, and closing.
Able to engage with stakeholders across customer organizations, including business and technical decision-makers.
Able to use Salesforce and channel reporting tools and maintain accurate activity records and forecasts.
Willingness to undertake approximately 50% business travel annually.

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 yearly 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 customer service aligned with SailPoint’s core values.
Collaborate with marketing to develop and execute plans through and 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 partner with the post-sale team to ensure ongoing account coverage and identify new sales opportunities.
Own and oversee all aspects of the sales cycle, including qualification, presentations, demonstrations, RFP responses, negotiations, and closing.
Develop 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 with all levels of customer organizations, from business stakeholders to technical decision-makers.
Use channel management and reporting tools, maintain accurate forecasts, and ensure Salesforce hygiene.
Lead a virtual team of partner resources, presales, partner management, deal desk, professional services, BVA, and customer success resources.
Create territory and opportunity plans and coordinate team participation to advance sales opportunities.
Develop account plans, stakeholder maps, marketing and channel engagement plans, pipeline growth plans, and customer reference or case study plans.
Meet existing customers and identify opportunities to extend the value they receive from SailPoint.
Present territory strategies, forecasts, opportunity plans, and SailPoint’s value proposition to management or customers.

Benefits

Medical insurance
Dental insurance
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
Optional legal assistance, critical illness, accident, hospital indemnity, and pet insurance
Health Savings Account with employer contribution
Potential eligibility for a corporate bonus plan or role-specific commission
Potential eligibility for equity participation