Federal Sales Executive-DOW

SailPoint is the leader in Identity Security, serving half of the Fortune 500 and half of the ASX 50. Our customer strength fosters a trusted community of clients, partners, and analysts. We are recognized as a market leader by Gartner, Forrester, and Kuppinger Cole, defining the identity security space. We help organizations answer critical questions about access to applications and data, positioning identity security as the central control point for enterprise risk management. Our culture has earned us “Best Places to Work” recognition 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:

• Be a skilled communicator in first engagements and discovery calls, analyzing prospect needs to qualify opportunities.
• Be highly proficient in understanding and presenting the value of SailPoint solutions compared to competitors like Microsoft, Okta, and Saviynt.
• Provide a superior customer experience from the first discovery call, leveraging competitive positioning and a broader value proposition, including partner services.
• Lead a virtual team of partner resources, presales, partner managers, deal desk, professional services, BVA team, and customer success to drive sales wins.
• Act as a team player and quarterback, taking initiative to prepare the team for calls, making decisions about engagement, and holding team members accountable.
• Create territory or opportunity plans outlining steps from discovery to the next stages of the sales cycle.
• Collaborate with the leadership team to refine sales strategies.

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 with 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 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, including identifying new sales opportunities.
• Own and oversee 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 product and technological strategies employed by competitors and complementary organizations.
• 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.

The path to success

Key milestones for this role include:

• 1-month: Establish a plan for existing customers, identifying opportunities for growth. Meet with former account managers and partners to understand account history and services. Collaborate with Marketing and Channel Managers on plans.
• 2-month: Create a stakeholder map for key partners and devise an approach to connect with them. Demonstrate Salesforce hygiene with regular, accurate updates. Meet weekly with sales management to update Salesforce and Clari.
• 3-month: Complete and present a territory plan to Sales Management, including:
  • Existing account overview and potential.
  • Prioritized accounts with potential.
  • A clean pipeline of 2026 opportunities to address gaps.
  • Marketing and channel engagement plans to close gaps.
  • Customer references and case studies.
  • Pipeline growth plan.
  Meet with existing customers to identify opportunities for extending value. Lead an operating cadence with the virtual team. Achieve the “1st Mate” enablement badge.
• 4-month: Create account plans for key accounts and opportunity plans for key opportunities. Present forecasts for self-generated opportunities and expected time to first sale. Develop strategies for approaching the DOW and present to management. Complete relationship maps in Salesforce and show progress through sales stages for inbound/inherited opportunities. Present the SailPoint value proposition to a manager via a customer, prospect, or internal session.
• 6-month: Build a pipeline of 2 to 3 times quota, consisting of existing customer pipeline, progress on existing pipeline, and new pipeline. Refine the “go-to-market” strategy for this segment, highlighting key messaging when competing with Microsoft and Okta, benefits of working with partners, pricing challenges, etc. Complete the “Captains” badge on HighSpot.

Qualifications

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

Schedule

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

Pay

For US-based employees, the estimated base salary range is $109,200 - $165,360. Base salaries for employees in other locations are competitive for the employee’s home location. This role may also 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 a limited-purpose flexible spending account.
• 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.