Federal Sales Executive-DOW

SailPoint is the leader in Identity Security, with customers representing half of the Fortune 500 and half of the ASX 50. Our customer strength provides a robust community of customers, partners, and analysts who trust SailPoint to solve complex identity security challenges. We are recognized by analysts such as Gartner, Forrester, and Kuppinger Cole as the market leader and continue to define the industry. Organizations rely on us to answer critical questions about access to applications and data, making identity security the central control point for enterprise risk management. Our culture has earned us the title of “Best Places to Work” for 15 consecutive years.

About the role

We are seeking an Account Executive to sell our Identity Security Solution to the Department of Defense (DOW) within the Federal Government. The ideal candidate will excel in first engagements and discovery calls, analyzing prospect needs to qualify opportunities. You will be highly proficient in presenting the value of SailPoint solutions and competitively positioning them against Microsoft, Okta, and Saviynt. This role requires leading a virtual team of partner resources, presales, deal desk, professional services, and customer success to drive sales wins and ensure customer success. You will act as the quarterback, coordinating team efforts, creating territory and opportunity plans, and refining sales strategies with leadership.

Responsibilities

• Exceed revenue quota goals on a quarterly and yearly basis.
• Address each customer’s and partner’s unique inquiries with accurate, tailored solutions.
• Develop business plans aligned to your assigned territory.
• Strategically engage with customers and partners to maintain high-level customer service aligned with SailPoint’s core values.
• Collaborate with marketing to develop and execute marketing plans through partners and end users.
• Pursue all leads and ensure internal systems (e.g., Salesforce) are updated.
• Lead technical resources to demonstrate SailPoint’s advantages to customers.
• Follow up with customers and partner with the post-sale team to ensure ongoing account coverage and identify new sales opportunities.
• Own all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and closing.
• Foster a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors.
• Understand and communicate competitive and complementary product and technological strategies in the SailPoint market space.
• Initiate, navigate, and manage discussions across all levels of a customer’s organization, from business stakeholders to technical decision-makers.
• Utilize channel management and reporting tools, including accurate forecasting and Salesforce hygiene.

Path to Success

• 1-month milestones:
  • Establish a plan for existing customers, identifying opportunities for growth over the coming years.
  • Meet with previous account managers to capture historical context.
  • Engage with partners of existing accounts to understand their services.
  • Collaborate 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 influencing your accounts and devise an engagement strategy.
  • Demonstrate Salesforce hygiene with regular, accurate activity and updates.
  • Meet weekly with sales management to update Salesforce and Clari.
• 3-month milestones:
  • Complete and present a territory plan to Sales Management, including:
    • Existing account overview and potential.
    • Prioritized accounts with growth potential.
    • A clean pipeline of potential 2026 opportunities to address gaps to target.
    • Marketing and channel engagement plans to close the gap.
    • Customer references and case studies.
    • Pipeline growth plan.
  • Meet with all existing customers to identify opportunities to extend value.
  • Lead an operating cadence with your virtual team.
  • Achieve the “1st Mate” enablement badge.
• 4-month milestones:
  • Create account plans for key accounts.
  • Develop opportunity plans for key opportunities.
  • Present a forecast for self-generated opportunities and expected time to first sale.
  • Develop and present strategies to approach the DOW.
  • Complete relationship maps in Salesforce.
  • Show progress through sales stages for inbound/inherited opportunities (sales cycle: 5-40).
  • Present the SailPoint value proposition to management via a customer, prospect, or internal session.
• 6-month milestones:
  • Build a pipeline of 2 to 3 times quota, consisting of:
    • Existing customer pipeline.
    • Progress on existing pipeline.
    • New pipeline.
  • Refine the “go-to-market” strategy for this segment, highlighting key messaging when competing with Microsoft and Okta, benefits of partner collaboration, pricing challenges, etc.
  • Complete the “Captain’s” badge on HighSpot.

Requirements

• Skilled communicator in first engagements and discovery calls, analyzing prospect needs to qualify opportunities.
• Highly proficient in understanding and presenting the value of SailPoint solutions and their competitive positioning against Microsoft, Okta, and Saviynt.
• Ability to provide a superior customer experience from the first discovery call, leveraging skills in competitive positioning and broader value propositions, including partner services.
• Experience leading a virtual team of partner resources, presales, partner managers, deal desk, professional services, BVA team, and customer success.
• Collaborative mindset; ability to sell as part of a team.
• Strong initiative in preparing the team for calls, making decisions about engagement, and holding team members accountable.
• Ability to create territory or opportunity plans outlining steps from discovery to the next stages of the sales cycle.
• Willingness to work closely with leadership to refine sales strategies.

Qualifications

Preferred but not required: Bachelor’s degree or global equivalent in IT, business, sales, or a related field.

Travel

Business travel of approximately 50 percent yearly is expected for this position.

Pay

We estimate the base salary for US-based employees will be in the range of $109,200 - $165,360. Base salaries for employees in other locations are competitive for the employee’s home location. This role may be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission, along with potential eligibility for equity participation.

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, dependent care, and limited-purpose expenses.
• Financial security: 401(k) Savings and Investment Plan with company matching.
• Time off benefits: Flexible vacation policy, 8 paid holidays annually, and 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.