SailPoint is looking for a talented, enthusiastic, and motivated Digital Sales Representative who will be responsible for driving sales growth through proactive outreach, relationship building, and strategic sales tactics. Using your experience in SaaS (Software as a Service) opportunity creation & sales, you will be responsible for delivering a positive customer experience using the SailPoint sales model while maximizing revenue in target accounts. In this role, you will be linked with a team of field sales counterparts (Outside Account Executive, SEs, Channel Partners, etc.) helping to find new accounts and cross-sell into existing SailPoint accounts. 

The ideal candidate is a dynamic individual with effective communication skills, very well organized, a knack for persuasion, and a deep understanding of digital sales techniques. 

MUST HAVE:

• Current experience in Enterprise Software Sales in an ISR/SDR/BDR type of role.

• Experience upselling/closing small deals- full cycle experience

• Must live in Austin, DC, or Chicago area

• A bachelor’s degree is strongly preferred.

OTE: $120,000 ($84,000 base/ $36,000 uncapped commission)

The Path to Success

Our most successful DSR’s achieve these milestones to achieve early productivity & success. Within the first month your goals will include:

• Complete Getting started Checklist, including Pre/Post Revenue Onboarding Coursework, attending HR onboarding Sessions, Access Identity University, and complete role specific suggested courses.

• Familiarize yourself with the High-level Function Org Chart; a high-level understanding of our main 5 business functions and the teams that compose them.

• Make use of all video collateral to augment onboarding training.

• Learn the SailPoint pitch.

• Meet the team – Digital Sales, your AE’s, Marketing, Channel, Sales Leadership. (Schedule intro meetings with key stakeholders as identified by your manager)

• Meet your buddy and set up Bi-weekly meetings & 1 to 1’s with your manager.

• Listen in and shadow your first discovery call.

• Ensure access to and familiarity with all tools in your digital tech stack.

• Walk your manager through prospecting efforts with LinkedIn, 6Sense, Outreach, ZoomInfo. Demonstrate knowledge in how to uncover corporate insights and persona-based imperatives.

• Demonstrate how to sequence prospects, both outbound and inbound, effectively action all leads within time bound SLAs, and convert to opportunities within Salesforce.

By the time you have been with SailPoint for 3 months you will have:

• Completed Revenue Onboarding. 

• Completed mock discovery call and refined SailPoint Pitch.

• Created a development plan for yourself and reviewed with your manager for alignment.

• Continued to have periodic meetings with your buddy.

• Shadowed 4 Discovery Calls. 

• Aligned and mapped your top 4 accounts.

• Made your first 10 calls in Outreach. 

• Booked your first discovery call. 

• Created a minimum of one opportunity in Salesforce.

• Delivered against Core KPI’s as documented in KPI Dashboard.

By the end of your first 6 months, along with the previous milestones you will have:

• Achieved funnel & pipeline targets and all critical activities managed through the KPI dashboard.

• Closed a deal, as marked by DSR Closer, with support from AE (Account Executive).

By the end of your first 12 months at SailPoint, along with the content in the previous milestones you will have:

• Delivered against yearly target for funnel and pipeline.

• Maintained KPI results on track with targets.

• Closed deals independently without support of AE.

Benefits and Compensation listed vary based on the location of your employment and the nature of your employment with SailPoint.

As a part of the total compensation package, this role may be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission, along with potential eligibility for equity participation. SailPoint maintains broad salary ranges for its roles to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect SailPoint’s differing products, industries, and lines of business. Candidates are typically placed into the range based on the preceding factors as well as internal peer equity. We estimate the base salary, for US-based employees, will be in this range from (min-mid-max, USD):

Base salaries for employees based in other locations are competitive for the employee’s home location.

Benefits Overview

1. Health and wellness coverage: Medical, dental, and vision insurance

2. Disability coverage: Short-term and long-term disability

3. Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)

4. Additional life coverage options: Supplemental life insurance for employees, spouses, and children

5. Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account

6. Financial security: 401(k) Savings and Investment Plan with company matching

7. Time off benefits: Flexible vacation policy

8. Holidays: 8 paid holidays annually

9. Sick leave

10. Parental support: Paid parental leave

11. Employee Assistance Program (EAP) and Care Counselors

12. Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options

13. Health Savings Account (HSA) with employer contribution