Regional Vice President, Strategic Accounts

About the role

We are seeking a Regional Vice President (RVP) of Strategic Accounts to sell our Identity Security Solution to the most strategic accounts in the TOLA region. This leadership role includes both direct management of the Strategic sales team and matrix leadership of associated supporting functions. The position is responsible for managing a team of sales professionals who sell to end users directly and leverage the support of our influential channel partners in selling our market-leading Identity Governance and Administration (IGA) Solution Suite, primarily a SaaS offering that sits at the heart of an organization's enterprise security.

This role requires a leader with a successful track record of at least 6 years leading sales teams within high-growth SaaS or cybersecurity organizations, ideally someone who has led sales during a transition from on-prem to SaaS. Our sales managers bring structure and rigor to all aspects of the sales process, including pipeline and forecasting, while also acting as inspirational leaders to their teams.

Responsibilities

• Lead and manage a team of sales professionals selling SailPoint’s IGA Solution Suite to strategic accounts.
• Develop and execute a 12-month and 3-year business plan, broken down by milestones and underpinned with primary actions to attain goals.
• Evaluate and refine People, Process, Cadence, and Structure within your reporting and support structures to drive business growth.
• Collaborate with Talent Acquisition to identify and hire top talent for open requisitions and potential backfill needs.
• Coordinate and maximize value from meetings with key leadership, peers, and supporting functions.
• Engage with customers, partners, and internal teams to evaluate the status quo, pipeline quality, and forecasting processes, identifying opportunities for improvement.
• Develop plans with marketing and partner teams to identify white-space opportunities in existing customers, new logo prospects, and organizations with compliance, governance, or business drivers requiring an IGA solution.
• Maintain rigor in the forecasting process to ensure accuracy and reliability, with pipeline targets at 3x quota.
• Achieve enablement badges ("1st Mate," "Sailing Master," "Quarter Master," and "Captain") as milestones for onboarding and leadership development.

Requirements

• At least 6 years of experience leading sales teams within high-growth SaaS or cybersecurity organizations.
• Proven track record of leading sales during a transition from on-prem to SaaS.
• Experience managing a team of sales professionals and matrix leadership of supporting functions.
• Strong ability to develop and execute business plans, including pipeline and forecasting rigor.
• College degree or relevant experience.

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.

Pay

For US-based employees, the estimated base salary range is $145,600 - $245,440. 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.