Public Sector Account Executive

SailPoint is a leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half of the ASX 50. SailPoint continues to grow globally, creating opportunities for top sales people.

We are recognized by analysts such as Gartner, Forrester, and Kuppinger Cole as the leader in the market. Organizations struggle to understand who has access to what applications and data, and we help them answer these key questions. Identity security is the central control point for risk management for the enterprise.

The role: We are seeking an Account Executive to sell our Identity Security Solution.

• Skilled communicator in first engagements and discovery calls, analyzing the prospect’s needs to qualify an opportunity.
• Highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt.
• Provides a superior customer experience from the first discovery call and leverages skills in competitively positioning our solutions and related partner services.
• Leads a virtual team of partner resources, presales, partner managers, deal desk, professional services, BVA team, and customer success to deliver sales wins and customer success.
• Works as part of a team rather than independently.
• Acts as the quarterback; takes initiative and prepares the team on what is needed from them prior to calls.
• Makes good decisions about who should engage and when, and holds people accountable for following through.
• Creates a territory or opportunity plan, which includes the steps needed to move from discovery to the next steps in the sales cycle.
• Works closely with the leadership team to refine ideas and make the sales strategy as effective as possible.

Responsibilities

• Exceed revenue quota goals on a quarterly and yearly basis.
• Effectively address each customer’s and partner’s unique inquiries by providing accurate information and tailored solutions that align with their specific needs and interests.
• Develop business plans that align with the assigned territory.
• Strategically engage with customers and business partners to maintain a high level of customer service that aligns with SailPoint’s core values.
• Collaborate with marketing to develop and execute marketing plans through/with partners and end users.
• Pursue all leads supplied and ensure internal systems are updated.
• Lead the appropriate technical resources to demonstrate SailPoint's advantages to the customer.
• Follow up with customers and partner with the post‑sale team to ensure consistent and ongoing coverage of the account, including new sales opportunities.
• Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process.
• Foster a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors.
• Understand and communicate all product and technological strategies employed by competitive and complementary organizations in the SailPoint market space.
• Effectively initiate, navigate, and manage discussions across all levels of a customer’s organization, from business stakeholders to technical decision‑makers.
• Utilize all channel management and reporting tools, including accurate forecasting and Salesforce hygiene.

The Path to Success

1‑Month Milestones

• Establish a plan for existing customers, clearly identifying opportunities for uplift over the coming years and understanding account potential.
• Segment the account list into top 20 focused accounts and the top 3 big‑bet accounts within this list.
• Meet with old account managers to capture any history.
• Meet with partners of existing accounts to understand their position and services offered.
• Work with the Marketing Manager on a marketing plan.
• Work with the Channel Manager on a channel plan.

2‑Month Milestones

• Create a stakeholder map for key partners that are influencers in your top 20 accounts and devise your approach to connect with them.
• Demonstrate Salesforce hygiene with regular, accurate activity and updates.
• Meet weekly with sales management to keep Salesforce and Clari up to date.

3‑Month Milestones

• Complete the territory plan and present it to Sales Management:
• • Existing account overview and account potential
• • Prioritized accounts with account potential
• • Clean pipeline of potential 2025 opportunities to establish a gap to target
• • Marketing and channel engagement plans to close the gap to target
• • Meet with all existing customers and identify opportunities to extend the value they are receiving from SailPoint.
• • Lead an operating cadence with the virtual team.

4‑Month Milestones

• Create account plans for key accounts.
• Create opportunity plans for key opportunities.
• Present forecast for self‑generated opportunities & expected time to first sale.
• Develop strategies to approach top 20 accounts and present to management.
• Relationship maps in Salesforce are completed – customers from top 20 accounts know who you are.
• Show progress through sales stages for any inbound/inherited opportunities (sales cycle 5‑40).
• Present SailPoint value proposition in front of management via either customer / prospect or internally.

6‑Month Milestones

• Build a pipeline of 2‑3 times the target comprising.
• Progress existing pipeline.
• Refine “go‑to‑market” for this market segment highlighting key messaging when competing with Microsoft and Okta, benefits of working with partners, pricing challenges, etc.
• Complete your Captains’ badge on High Spot.

Education and Travel

Preferred but not required: Bachelor's degree or global equivalent in an IT, business, or sales‑related field. Business travel of approximately 50 percent yearly is expected for this position.

Equal Opportunity Statement

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.