Key Accounts Director-NY Metro

SailPoint•New York, NY

1d•$130,750 - $197,955

About The Position

SailPoint is seeking an account executive to sell its Identity Security solution in the NY Metro territory. The role focuses on qualifying opportunities through effective discovery, communicating the value of SailPoint’s solutions and positioning them against competitors such as Microsoft and Okta. The account executive provides a strong customer experience and leads a virtual team of partners and internal specialists to win business and support customer success. This is a team-selling role requiring initiative, thoughtful coordination, accountability, and close collaboration with sales leadership to develop and refine territory and opportunity strategies. The position owns the full sales cycle, develops business and marketing plans for the assigned territory, manages customer and partner relationships, and maintains accurate forecasting and Salesforce records. Success milestones include assessing existing accounts, prioritizing and planning key accounts, building pipeline, developing partner and marketing engagement plans, meeting customers, presenting SailPoint’s value proposition, and completing internal enablement badges. Approximately 50% yearly business travel is expected.

Requirements

Skilled communication in initial engagements and discovery calls, including analyzing prospect needs and qualifying opportunities.
Strong understanding of SailPoint solutions and ability to present their value and competitive positioning.
Ability to provide a superior customer experience and position solutions and partner services competitively.
Ability to lead and coordinate virtual teams of partner resources, presales, partner managers, deal desk, professional services, BVA, and customer success.
Team-oriented sales approach; does not operate independently.
Ability to take initiative, prepare teams for calls, determine who should engage and when, and ensure follow-through.
Ability to create territory and opportunity plans that define steps through the sales cycle.
Ability to collaborate with leadership to refine sales strategies.
Ability to manage the full sales cycle, including qualification, presentations, demonstrations, RFP responses, negotiations, and closing.
Ability to manage discussions with stakeholders across customer organizations, including business and technical decision-makers.
Ability to maintain accurate forecasts and Salesforce records.

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 maintain a high level of customer service.
Collaborate with marketing to develop and execute 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 work 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 the territory, including customers, prospects, partners, influencers, and competitors.
Understand and communicate product and technology strategies used by competitive and complementary organizations 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, maintain accurate forecasts, and ensure Salesforce hygiene.
Develop account and opportunity plans, territory strategies, pipeline growth plans, and partner and marketing engagement plans.
Lead and coordinate virtual team resources, preparing them for customer engagements and ensuring accountability.
Meet existing customers and identify opportunities to extend the value they receive from SailPoint.
Travel for business approximately 50% yearly.

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 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.
May be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission.
Potential eligibility for equity participation.