RVP of Enterprise Sales
About The Position
SailPoint is seeking a regional leader to sell its Identity Security Solutions to enterprise customers with $2B to $5B in revenue. The role leads the Enterprise organization, including direct management of the Enterprise sales team and matrix leadership of supporting functions. The team sells SailPoint’s primarily SaaS Identity Governance and Administration (IGA) Solution Suite directly to end users and with channel partners. The role calls for a leader with a successful record managing sales teams in high-growth SaaS or cybersecurity organizations, ideally with experience leading a transition from on-premises to SaaS. Sales leaders are expected to bring structure and rigor to the sales process, including pipeline management and forecasting, while inspiring and developing their teams. The first year includes staged onboarding and business-planning milestones. The leader will assess people, processes, cadence, and structure across direct and supporting teams; learn SailPoint’s products and value proposition; evaluate customers, partners, pipeline, and forecasting; and develop 12-month and three-year business plans. The position also entails working with marketing and partner teams to identify growth opportunities, building and developing the team, maintaining forecast rigor, and ensuring the pipeline reaches three times quota. A bachelor’s degree is preferred, or equivalent experience may be considered in lieu of a degree.
Requirements
- Successful track record leading sales teams in high-growth SaaS or cybersecurity organizations.
- Experience leading sales during a transition from on-premises to SaaS is preferred/ideal.
- Ability to lead and inspire sales teams while bringing structure and rigor to sales processes, pipeline management, and forecasting.
- Bachelor’s degree preferred, or experience in lieu of a degree.
Nice To Haves
- Experience leading sales during a transition from on-premises to SaaS.
- Bachelor’s degree.
Responsibilities
- Lead the Enterprise sales organization, directly managing sales professionals and providing matrix leadership to supporting functions.
- Sell SailPoint Identity Security and IGA solutions to enterprise customers with $2B to $5B in revenue, using direct sales and channel partners.
- Assess and improve people, processes, cadence, and organizational structure across direct and supporting teams.
- Work with Talent Acquisition to identify candidates for open requisitions and plan for potential backfills.
- Build relationships with internal leaders, peers, and supporting functions, as well as customers and partners.
- Learn and communicate SailPoint products, customer success stories, differentiators, and value proposition.
- Evaluate the customer install base, target customers, partners, pipeline quality, and forecasting processes.
- Develop and present a 12-month business plan, then develop and refine a three-year plan with milestones and supporting actions.
- Partner with marketing and partner teams to identify white-space opportunities in existing accounts, prospective customers, new-logo opportunities, and organizations with compliance, governance, or other drivers for IGA solutions.
- Hire and develop the sales team and adjust people, processes, cadence, and structure to support business plans.
- Maintain accurate and reliable forecasting and ensure pipeline is three times quota.
- Complete the specified SailPoint enablement badges at the stated onboarding milestones.
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 FSA
- 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
- Potential eligibility for the SailPoint Corporate Bonus Plan or role-specific commission
- Potential eligibility for equity participation
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What This Job Offers
Job Type
Full-time
Career Level
Manager
