Manager, Digital Sales

SailPoint•Austin, TX

About The Position

Manager, Digital Sales Responsibilities Recruit, manage, train a team of up to 12 Digital Sales Representaives Provide clear metrics and set productivity, acquisition, conversion, lead follow-up and achieve quota on number of opportunities accepted by the field sales team and opportunity pipeline value Establish structure, expectations, and accountability Motivate team to meet and exceed learning and performance goals and objectives as outlined by management Attract and recruit talent that is smart, humble, and hungry Work to create processes and campaigns around driving new qualified leads and demos for Sales team Collect, analyze, report data around team, team members, and operational execution and results Generate new, fresh ideas and challenge your team and leadership to expand thinking and innovation as it relates to pre-sales and demand gen. Provide feedback and recommendations on marketing efforts and campaigns Keep up with, evaluate, and recommend sales automation tools and software to help achieve maximum efficiency Provide training on sales strategy, business acumen, product knowledge, competition, objection handling and market dynamics Promote SailPoint’s core values of Innovation, impact, integrity, and individuals Accurately assess the capabilities, motivators, and aspirations of each team member and work with them to develop their desired career path. Create, train on, and execute outbound prospecting strategies Pre-call planning, opportunity qualification and objection handling, call structure and control, and time and territory management Be the bridge between Marketing and Sales. Qualifications Bachelor’s Degree Minimum five years of experience as SDR/BDR or inside sales 2+ years of SDR management experience Proven track record of success Excellent interpersonal, verbal and written communication skills Strong ability and desire to coach, develop, and train team members on selling fundamentals, teamwork, and results Experienced with complex technology sales and selling business value An understanding of technological innovations Located in Austin, TX Base salaries for employees based in other locations are competitive for the employee’s home location. Benefits Overview 1. Health and wellness coverage: Medical, dental, and vision insurance 2. Disability coverage: Short-term and long-term disability 3. Life protection: Life insurance and Accidental Death & Dismemberment (AD&D) 4. Additional life coverage options: Supplemental life insurance for employees, spouses, and children 5. Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account 6. Financial security: 401(k) Savings and Investment Plan with company matching 7. Time off benefits: Flexible vacation policy 8. Holidays: 8 paid holidays annually 9. Sick leave 10. Parental support: Paid parental leave 11. Employee Assistance Program (EAP) and Care Counselors 12. Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options 13. Health Savings Account (HSA) with employer contribution SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law. Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact [email protected] or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations. NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint. SailPoint is a leading provider of identity security for the modern enterprise. Enterprise security starts and ends with identities and their access, yet the ability to manage and secure identities today has moved well beyond human capacity. Using a foundation of artificial intelligence and machine learning, the SailPoint Identity Security Platform delivers the right level of access to the right identities and resources at the right time—matching the scale, velocity, and environmental needs of today’s cloud-oriented enterprise. Our intelligent, autonomous, and integrated solutions put identity security at the core of digital business operations, enabling even the most complex organizations across the globe to build a security foundation capable of defending against today’s most pressing threats. The employment policy of SailPoint is to provide equal opportunity to all persons, and it is SailPoint’s policy to take affirmative action to employ and advance in employment protected veterans and individuals with disabilities. It is SailPoint’s policy to recruit, hire, train and promote qualified individuals in all job titles, and ensure that all other personnel actions are administered without regard to race, color, religion, national origin, sex, military and/or veteran status, disability, or other legally protected status, and we will ensure that all employment decisions are based only on valid job requirements. SailPoint does not discriminate on the basis of national origin or citizenship status as provided under the Immigration Reform and Control Act of 1986. Employees and applicants shall not be subjected to harassment, intimidation, threats, coercion, or discrimination because they have engaged in or may engage in any of the following activities: Filing a complaint; Assisting or participating in an investigation, compliance evaluation, hearing, or any other activity related to the administration of the affirmative action provisions of Section 503, VEVRAA, or any other Federal, State or local law requiring equal opportunity for individuals with disabilities or protected veterans; Opposing any act or practice made unlawful by Section 503, VEVRAA, or their implementing regulations in this part, or any other Federal, State or local law requiring equal opportunity for individuals with disabilities or protected veterans; or Exercising any other right protected by section 503, VEVRAA or their implementing regulations. SailPoint will also provide reasonable accommodation to known physical or mental limitations of an otherwise qualified employee or applicant for employment, unless the accommodation would impose undue hardship on the operation of our business. SailPoint’s affirmative action program contains an audit and reporting system which enables us to measure the effectiveness of our program, indicate any need for remedial action, determine the degree to which our objectives have been attained, determine whether protected veterans and individuals with disabilities had had the opportunity to participate in company-sponsored activities, measure our compliance with the program’s specific obligations, and document actions taken to comply with these obligations.

Requirements

Bachelor’s Degree
Minimum five years of experience as SDR/BDR or inside sales
2+ years of SDR management experience
Proven track record of success
Excellent interpersonal, verbal and written communication skills
Strong ability and desire to coach, develop, and train team members on selling fundamentals, teamwork, and results
Experienced with complex technology sales and selling business value
An understanding of technological innovations
Located in Austin, TX
Base salaries for employees based in other locations are competitive for the employee’s home location.

Responsibilities

Recruit, manage, train a team of up to 12 Digital Sales Representaives
Provide clear metrics and set productivity, acquisition, conversion, lead follow-up and achieve quota on number of opportunities accepted by the field sales team and opportunity pipeline value
Establish structure, expectations, and accountability
Motivate team to meet and exceed learning and performance goals and objectives as outlined by management
Attract and recruit talent that is smart, humble, and hungry
Work to create processes and campaigns around driving new qualified leads and demos for Sales team
Collect, analyze, report data around team, team members, and operational execution and results
Generate new, fresh ideas and challenge your team and leadership to expand thinking and innovation as it relates to pre-sales and demand gen.
Provide feedback and recommendations on marketing efforts and campaigns
Keep up with, evaluate, and recommend sales automation tools and software to help achieve maximum efficiency
Provide training on sales strategy, business acumen, product knowledge, competition, objection handling and market dynamics
Promote SailPoint’s core values of Innovation, impact, integrity, and individuals
Accurately assess the capabilities, motivators, and aspirations of each team member and work with them to develop their desired career path.
Create, train on, and execute outbound prospecting strategies
Pre-call planning, opportunity qualification and objection handling, call structure and control, and time and territory management
Be the bridge between Marketing and Sales.

Benefits

Health and wellness coverage: Medical, dental, and vision insurance
Disability coverage: Short-term and long-term disability
Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)
Additional life coverage options: Supplemental life insurance for employees, spouses, and children
Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
Financial security: 401(k) Savings and Investment Plan with company matching
Time off benefits: Flexible vacation policy
Holidays: 8 paid holidays annually
Sick leave
Parental support: Paid parental leave
Employee Assistance Program (EAP) and Care Counselors
Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
Health Savings Account (HSA) with employer contribution