SailPoint · 8 hours ago
Account Exec Enterprise Accounts
Massachusetts, United States
Full-time
Hybrid
Mid Level
$109K/yr - $203K/yrSailPoint is the leader in Identity Security, recognized by major analysts and trusted by Fortune 500 companies. The Account Executive will sell SailPoint's Identity Security Solution, focusing on customer engagement and collaboration with internal teams to drive sales success.
Enterprise SoftwareIdentity ManagementRisk ManagementSoftware
Responsibilities
Exceed revenue quota goals on a quarterly and yearly basis
Effectively address each customer’s and partner’s unique inquiries by providing accurate information and tailored solutions that align with their specific needs and interests
Develop business plans, which align to your assigned territory
Strategically engage with customers and business partners to maintain a high level of customer service that aligns with SailPoint’s core values
Collaborate with marketing to develop and execute marketing plans through/with partners and end users
Pursue all leads supplied and ensure internal systems are updated
Lead the appropriate technical resources to demonstrate SailPoint's advantages to the customer
Follow-up with customers and partner with post-sale team to ensure consistent and ongoing coverage of account, including new sales opportunities
Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process
Fosters a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors
Understand and communicate all product and technological strategies employed by competitive and complimentary organizations in the SailPoint market space
Effectively initiate, navigate, and manage discussions across all levels of a customer’s organization, from business stakeholders to technical decision-makers
Utilize all channel management and reporting tools, including accurate forecasting and Salesforce hygiene
Qualification
Required
Skilled communicator in first engagements and discovery calls analyzing the prospects needs to qualify an opportunity
Highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt
Provide a superior customer experience from the first discovery call and leverage skills in competitively positioning our solutions and a broader value proposition including partner services
Lead a virtual team of partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success to deliver sales wins and customer success
Does not operate independently, instead sells as a team
Act as the quarterback; take initiative and prep the team on what is needed from them prior to calls
Make good decisions about who should engage and when and make people accountable for following through
Create a territory or opportunity plan, which includes the steps you believe are required to get from discovery to the next steps in the sales cycle
Work closely with the leadership team to refine ideas and make sales strategy as effective as possible
Exceed revenue quota goals on a quarterly and yearly basis
Effectively address each customer's and partner's unique inquiries by providing accurate information and tailored solutions that align with their specific needs and interests
Develop business plans, which align to assigned territory
Strategically engage with customers and business partners to maintain a high level of customer service that aligns with SailPoint's core values
Collaborate with marketing to develop and execute marketing plans through/with partners and end users
Pursue all leads supplied and ensure internal systems are updated
Lead the appropriate technical resources to demonstrate SailPoint's advantages to the customer
Follow-up with customers and partner with post-sale team to ensure consistent and ongoing coverage of account, including new sales opportunities
Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process
Foster a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors
Understand and communicate all product and technological strategies employed by competitive and complimentary organizations in the SailPoint market space
Effectively initiate, navigate, and manage discussions across all levels of a customer's organization, from business stakeholders to technical decision-makers
Utilize all channel management and reporting tools, including accurate forecasting and Salesforce hygiene
Establish plan for existing customers clearly identifying opportunities for uplift over coming years and understanding account potential
Segment account list into top 20 focused accounts & the Top 3 Big Bet accounts within this list
Meet with old account managers to capture any history
Meet with partners of existing accounts to understand their position and services offered
Work with Marketing Manager on marketing plan
Work with Channel Manager on channel plan
Create a stakeholder map for key partners that are influencers in your Top 20 accounts and devise your approach to connect with them
Demonstrate Salesforce hygiene with regular, accurate activity and updates
Meet weekly with sales management to keep Salesforce and Clari up to date
Complete territory plan and present to Sales Management
Existing account overview and account potential
Prioritized accounts with account potential
Clean pipeline of potential 2025 opportunities to establish gap to target
Marketing and channel engagement plans to close the Gap to target
Customer references / case studies planned
Pipeline growth plan
Meet with all existing customers and identify opportunities to extend the value they are receiving from SailPoint
Lead an operating cadence with virtual team
Achieve “1st Mate” enablement badge
Create account plans for key accounts
Create opportunity plans for key opportunities
Present forecast for self-generated opportunity & expected time to 1st sale
Develop strategies to approach Top 20 accounts - present to management
Relationship maps in Salesforce are completed - customers from Top 20 accounts know who you are
Showing progress through sales stages for any inbound/inherited opportunities (sales cycle 5-40)
Present SailPoint value proposition in front of manager via either: customer / prospect or internally
Built a Pipeline of 2 to 3 times target comprising existing customer pipeline, progress existing pipeline, and new Pipeline
Refine “go to market” for this market segment highlighting key messaging when competing with Microsoft and Okta, benefits of working with partner, pricing challenges, etc
Complete your Captains badge on HighSpot
Preferred
Bachelor's degree or global equivalent in an IT, business or sales related field
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, and dependent care; limited purpose flexible spending account
Financial security: 401(k) Savings and Investment Plan with company matching
Time off benefits: Flexible vacation policy
Holidays: 8 paid holidays annually
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
Company
SailPoint
SailPoint is an identity and access management provider helping organizations deliver and manage user access from any device.
Founded in 2005
1001-5000 employees
H1B Sponsorship
SailPoint has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (30)
2024 (35)
2023 (29)
2022 (51)
2021 (20)
2020 (22)
Funding
Current Stage
Public CompanyTotal Funding
$26.08MKey Investors
Thoma Bravo
2022-04-11Acquired
2017-11-16IPO
2014-12-25Series Unknown· $0.25M
Leadership Team
Mark McClain
CEO & Founder
Brian Carolan
Chief Financial Officer (CFO)
Recent News
2025-12-20
2025-12-18
2025-12-18
Company data provided by crunchbase