Senior Sales Executive - Identity Security

Trilagen•Boston, MA

5d•Remote

About The Position

Trilagen is seeking a Senior Sales Executive to focus exclusively on selling Identity Governance projects to large enterprise customers. This role involves working directly with customers and the SailPoint sales team to identify, source, and close new SailPoint Identity Security Cloud (ISC) implementation engagements. This includes migrating customers from legacy systems like SailPoint IIQ, homegrown IGA solutions, Oracle Identity Manager (OIM), and other end-of-life identity platforms to SailPoint ISC. This is a pure hunting role for individuals who have a proven track record of selling identity security consulting services, particularly at smaller firms where credibility must be earned. The ideal candidate is a builder, prospector, and closer who collaborates with SailPoint's commercial sales team to identify organizations using legacy IGA platforms and transition them to ISC. Trilagen boasts a 100% deployment success rate on SailPoint ISC, and the sales executive's role is to leverage this track record with enterprises facing challenges with their identity governance programs.

Requirements

7+ years of enterprise technology sales experience.
At least 3 years selling identity security, IAM, or IGA solutions or consulting services.
Direct experience selling SailPoint implementations, including understanding of ISC, IIQ, connectors, access certification, provisioning workflows, and scoping identity engagements.
Existing relationships with SailPoint's sales team (AEs, SEs, or channel managers) for co-selling.
Proven success at small or early-stage companies with limited brand recognition, opening doors based on credibility and hustle.
Track record of exceeding quota through outbound prospecting and new logo acquisition.
Experience selling $500K+ consulting engagements with 60–120 day sales cycles to CIOs, CISOs, VPs of Identity, and IAM leaders at large enterprises.
Deep understanding of the IGA competitive landscape (SailPoint IIQ vs. ISC, OIM, SUN IDM, Saviynt, Omada, homegrown approaches).
Hunter mentality; ability to build pipeline independently.
Comfortable selling without brand recognition; credibility derived from expertise.
Entrepreneurial and self-directed approach.
Persistent and resilient in complex sales cycles.

Nice To Haves

Sold SailPoint ISC or IIQ implementations specifically.
Worked at a SailPoint implementation partner (under 200 people).
Closed IIQ-to-ISC migration deals.
Named SailPoint AE and channel contacts that can be activated on day one.
Sold against Big 4 firms (PWC, Deloitte, Accenture).
Closed six-figure and seven-figure identity consulting engagements.
Experience selling to financial services, healthcare, or higher education verticals.

Responsibilities

Own the full sales cycle from prospecting through close for identity governance engagements.
Build and maintain deep relationships with SailPoint's commercial sales team, acting as their go-to implementation partner.
Identify net-new opportunities involving legacy SailPoint IIQ, homegrown IGA solutions, Oracle Identity Manager (OIM), SUN Identity Manager/legacy platforms, or companies with no existing IGA.
Generate pipeline through outbound prospecting, SailPoint partner referrals, personal network, LinkedIn, and events.
Target CISOs, VPs of Identity, Directors of IAM, and IT Security leaders at Fortune 500 and large publicly traded companies.
Position SailPoint ISC implementations tied to business outcomes such as compliance risk reduction, audit readiness, access certification automation, and operational efficiency.
Translate IGA complexity into executive-level value propositions.
Scope engagements accurately, understanding the difference between various implementation complexities.
Collaborate with Trilagen's identity consultants during discovery and solution design.
Build and execute a territory plan focused on SailPoint ecosystem opportunities.
Register all deals in SailPoint's partner portal for deal protection and co-sell coordination.
Maintain disciplined CRM hygiene in Salesforce, documenting all opportunities, meetings, and next steps.
Attend SailPoint Navigate and identity industry events to build pipeline and deepen partner relationships.
Identify opportunities for cross-selling Trilagen's AI Agent Engineering and Cloud (AWS & Oracle OCI) practices.
Position AI agent identity governance and Okta integration alongside SailPoint ISC.