Senior Sales Executive - Identity Security

About the role

This is a pure hunting role for someone who has successfully sold identity security consulting at smaller firms where credibility had to be earned — not inherited. At Trilagen, you are the brand until you prove otherwise.

Responsibilities

• SailPoint Co-Sell & New Logo Acquisition
• Own the full sales cycle from prospecting through close for identity governance engagements — you source it, you scope it, you close it.
• Build and maintain deep relationships with SailPoint's commercial sales team — become their go-to implementation partner in your territory. When SailPoint closes an ISC license deal, you close the implementation SOW.
• Identify net-new opportunities where enterprises are running:
• Legacy SailPoint IIQ — aging on-prem deployments that need to migrate to ISC
• Homegrown IGA solutions — custom-built identity governance that can't scale or meet compliance
• Oracle Identity Manager (OIM) — Oracle customers looking for modern, cloud-native IGA
• SUN Identity Manager / legacy platforms — end-of-life products with no upgrade path
• No IGA at all — enterprises that have grown past manual access management and need governance
• Generate your own pipeline through outbound prospecting, SailPoint partner referrals, personal network, LinkedIn, and events. No SDR team, no inbound engine.
• Target CISOs, VPs of Identity, Directors of IAM, and IT Security leaders at Fortune 500 and large publicly traded companies.
• Consultative Identity Selling
• Position SailPoint ISC implementations tied to real business outcomes — compliance risk reduction, audit readiness, access certification automation, and operational efficiency.
• Translate IGA complexity into executive-level value — CISOs don't buy technology features; they buy risk reduction, audit pass rates, and time-to-compliance.
• Scope engagements accurately — you understand the difference between a 3-month ISC deployment and a 12-month IIQ-to-ISC migration with 50+ connectors. You don't oversell or underscope.
• Collaborate with Trilagen's identity consultants during discovery and solution design. You sell the engagement; the engineers validate the architecture and timeline.
• Territory & Pipeline Development
• Build and execute a territory plan focused on SailPoint ecosystem opportunities — IIQ migration targets, homegrown IGA replacements, OIM modernization, and greenfield ISC deployments.
• Register every deal in SailPoint's partner portal for deal protection and co-sell coordination.
• Maintain disciplined CRM hygiene in Salesforce — every opportunity, meeting, and next step documented. Pipeline accuracy is non-negotiable.
• Attend SailPoint Navigate and identity industry events to build pipeline and deepen partner relationships.
• Cross-Sell into AI & Cloud
• Every identity engagement is a door into Trilagen's other practices — AI Agent Engineering and Cloud (AWS & Oracle OCI).
• AI agent identity governance — enterprises deploying AI agents need non-human identity management. SailPoint ISC is the platform; Trilagen builds the governance.
• Okta integration — many SailPoint ISC customers also run Okta for access management. Position the full Okta + SailPoint ISC identity stack.

Requirements

• 7+ years of enterprise technology sales experience with at least 3 years selling identity security, IAM, or IGA solutions or consulting services.
• Direct experience selling SailPoint implementations — you understand ISC, IIQ, connectors, access certification, provisioning workflows, and how to scope an identity engagement.
• Existing relationships with SailPoint's sales team — you can name SailPoint AEs, SEs, or channel managers you've co-sold with. This is a co-sell role; partner relationships are not optional.
• Proven success at small or early-stage companies with limited brand recognition — you've opened doors where nobody knew your company's name, purely on credibility and hustle.
• Track record of exceeding quota through outbound prospecting and new logo acquisition — sourcing and closing, not farming or managing inherited accounts.
• Experience selling $500K+ consulting engagements with 60–120 day sales cycles to CIOs, CISOs, VPs of Identity, and IAM leaders at large enterprises.
• Deep understanding of the IGA competitive landscape — SailPoint IIQ vs. ISC, OIM, SUN IDM, Saviynt, Omada, homegrown approaches. You know what customers are running and why they need to move.

Qualifications

• BS/BA degree in Computer Science, Information Systems, or related field.
• CISSP, CISM, or GSEC certifications preferred.

Skills

• Strong communication and presentation skills
• Ability to build and maintain strong relationships with key stakeholders
• Experience with Salesforce CRM
• Knowledge of identity governance and access management principles
• Ability to work independently and manage multiple priorities
• Experience with customer discovery and solution design

Benefits

• 401K
• Health Insurance
• Dental Insurance
• Paid Time Off
• Paid Sick Leave