Healthcare Account Executive

SailPoint•Washington, DC

2d•$112,550 - $170,448

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, understanding prospects’ needs, qualifying opportunities, and communicating the value of SailPoint’s solutions in comparison with competitors such as Microsoft, Okta, and Saviynt. The Account Executive is expected to provide a strong customer experience, position SailPoint’s broader value proposition—including partner services—and lead a virtual team of partner, presales, partner management, deal desk, professional services, business value assessment, and customer success resources. The role is team-oriented and requires taking initiative, preparing collaborators for customer interactions, assigning appropriate people to engagements, and ensuring follow-through. The Account Executive develops territory and opportunity plans, works with leadership to refine sales strategy, and owns the sales cycle from qualification through presentation, demonstration, RFP response, negotiation, and close. The position also entails ongoing account coverage and partnering with post-sale teams to support customer success and identify further opportunities. The initial six-month milestones include segmenting and planning accounts, building relationships with customers and partners, maintaining accurate Salesforce and Clari records, presenting territory and account plans, developing pipeline, and completing SailPoint enablement badges. The role expects approximately 50% yearly business travel. A bachelor’s degree or global equivalent in an IT-, business-, or sales-related field is preferred but not required. US-based base salary is estimated at $112,550–$170,448, with eligibility for a corporate bonus plan or role-specific commission and potential equity participation. Compensation and benefits vary by employment location and nature of employment.

Requirements

Skilled communication in initial engagements and discovery calls, including analyzing prospect needs and qualifying opportunities.
Proficiency in understanding and presenting the value of SailPoint solutions and comparing them with Microsoft, Okta, and Saviynt.
Ability to deliver a superior customer experience and competitively position SailPoint solutions and partner services.
Ability to lead and coordinate a virtual team of partner resources, presales, partner management, deal desk, professional services, business value assessment, and customer success.
Collaborative, team-oriented approach to selling rather than working independently.
Ability to take initiative, prepare team members for calls, determine appropriate participation, and ensure follow-through.
Ability to create territory and opportunity plans and work with leadership to refine sales strategy.
Approximately 50% yearly business travel.
Preferred but not required: bachelor’s degree or global equivalent in an IT-, business-, or sales-related field.

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 while maintaining customer service aligned with SailPoint’s core values.
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 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 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 across customer organizations, from business stakeholders to technical decision-makers.
Use channel management and reporting tools, including accurate forecasting and Salesforce hygiene.
Create territory and opportunity plans that define the steps required to advance from discovery through the sales cycle.
Lead a virtual sales team, prepare team members for customer calls, determine who should engage and when, and hold collaborators accountable for follow-through.
Work with the leadership team to refine ideas and sales strategy.
Establish plans for existing customers, identify account potential and opportunities for uplift, and segment the account list into Top 20 and Top 3 Big Bet accounts.
Meet with prior account managers and existing-account partners to understand account history, partner positions, and services offered.
Work with marketing and channel managers to develop marketing and channel plans.
Create stakeholder maps for key partners influencing Top 20 accounts and plan approaches for connecting with them.
Meet weekly with sales management and keep Salesforce and Clari updated with accurate activity and information.
Complete and present a territory plan, including account potential, prioritized accounts, pipeline and target gap, marketing and channel plans, customer references or case studies, and pipeline growth plans.
Meet existing customers to identify opportunities to extend the value they receive from SailPoint.
Lead an operating cadence with the virtual team.
Create account plans for key accounts and opportunity plans for key opportunities.
Present forecasts for self-generated opportunities and expected timing to the first sale.
Develop and present strategies for approaching Top 20 accounts and complete relationship maps in Salesforce.
Present SailPoint’s value proposition to a manager, internally or to a customer or prospect.
Build a pipeline of two to three times target from existing customer pipeline, progress on existing pipeline, and new pipeline.
Refine the go-to-market approach for the market segment, including competitive messaging, partner benefits, and pricing challenges.
Complete the specified SailPoint enablement badges: “1st Mate” and “Captains.”

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 (EAP) and Care Counselors
Voluntary legal assistance, critical illness, accident, hospital indemnity, and pet insurance options
Health Savings Account (HSA) with employer contribution
Eligibility for the SailPoint Corporate Bonus Plan or role-specific commission
Potential eligibility for equity participation