Corporate Account Executive

As the leader in Identity Security, SailPoint continues to grow globally. Headquartered in Austin, Texas, SailPoint is not only the market leader in the cloud enterprise space, but our governance security solutions also secure and enable thousands of the largest companies worldwide. We continue to be rated a 'best place to work,' and focus on empowering our employees through training and mentorship. We are specifically looking for Corporate Account Executives (CAE) to sell to the mid-market enterprise accounts in our south west territory. This is a newly established team, all opportunities are remote based mapped to specific territories.
Are You Ready to Make an Impact in Identity?
We hire the best to work with the best. Every SailPoint Crew Member embodies four characteristics: Individuality, Integrity, Impactful and Innovative. The SailPoint CAE manages the sales processes for specified medium-sized Enterprise accounts (500-3000 employees). The right candidate for the position will enjoy closing new logos while simultaneously building a healthy long-term pipeline of SailPoint prospects. Our CAE's organize and conduct sales presentations, work closely with Sales Engineers to conduct product demonstrations to prospects and effectively deliver SailPoint's value proposition(s) in a consistent, effective, and professional manner to develop and win new clients. This is a heavy prospecting role to greenfield accounts, where the CAE is expected to own their deals from cradle to close, working closely with their respective sales support system (SME's, Sales Engineers, PS, and partners).
Responsibilities:

• To exceed quarterly / annual sales targets by driving new opportunities and selling SailPoint solutions into corporate commercial accounts.
• In this high-velocity role, expect to own deals from cradle-to-grave in collaboration with account teams, sales engineers, professional services, and partners
• You will manage the entire sales process to ensure delivery against key performance metrics, with a strong emphasis on new business sales.
• Territory identification and research, to formalize a go to market territory strategy and create qualified target account list within 30 days.
• Pipeline development through a combination of cold calling, SailPoint account planning, email campaigns and market sector knowledge/intelligence.
• Create and maintain a sales pipeline 3x quota.
• Develop and execute against an assigned quota and territory plan
• Own the sales process from lead to demo to contract negotiation for medium-sized new logo customers
• Engage with prospect organizations to position SailPoint solutions through strategic value based selling (challenger), business case definition, return on investment analysis, references and analyst data.
• Provide accurate monthly forecasting and bookings delivery.

Requirements:

• 2 - 6+ years of field sales and account management experience in a SaaS/Cloud B2B environment
• Experience selling Technology products to Enterprise or Mid-Market entities.
• Bachelor's degree preferred but not required or equivalent experience.
• Ability to travel 25%
• Experience with CRM and email automation software is highly preferred.
• Proven experience of attaining sales quotas.
• Challenger sales methodology training is advantageous.

SailPoint is an equal opportunity employer and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.