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SailPoint · 2 minutes ago

Corporate Account Executive

Austin, TX

Full-time

Onsite

Mid Level

SailPoint is the leader in identity security for the modern enterprise, and they are seeking a highly motivated Corporate Account Executive to sell their IGA Solution Suite to organizations with 500-1500 users. The role involves creating opportunities within new logo accounts, engaging at C level, and negotiating SaaS contracts while leveraging support from channel partners.

Enterprise SoftwareIdentity ManagementRisk ManagementSoftware

Growth Opportunities

H1B Sponsor Likely

Responsibilities

Embrace the onboarding sessions and go into them with a clear plan of what you need to get from them

Arrange to meet key members of your leadership team and prepare for those meetings to get the maximum benefit from them

Establish internal network & led interlock meetings with virtual teams & key stakeholders including but not limited to Sales Engineers, Inside Sales, Partner Team, Customer Success & Marketing

Learn about our products, success stories and what sets us apart from our competitors. You should be comfortable pitching the SailPoint value proposition

Map and segment existing customers & new logo opportunities within your territory

Sort accounts between A, B, C priority and reset/clean pipeline

Set $$ amounts next to all “A” accounts & make introductions with them

Passed “1st Mate” enablement badge

Work with marketing and our Partner team to show the potential new logo opportunities in your territory

Identify potential customers with compliance/governance requirements and/or business drivers requiring an IGA solution

You should have developed your territory plan, particularly in regard to strategies to approach “A” accounts - presented to & signed off by Management

You should have met key partners that are influencers in your “A” accounts

Customers from “A” accounts should know who you are

Developed an effective process/formula for client engagement calls, emails, meetings and Account planning

Implemented an operating cadence with virtual team (meetings in place with clear purpose)

Fully used Challenger during the sales cycle – exec engagement & alignment, approval process, signatory process, vacation plans, creating tension etc

Become a regular user of Sprout Social and develop a good cadence of digital messaging

Demonstrated SFDC hygiene with regular, accurate activity and updates

Passed “Sailing Master” and “Quarter Master” enablement badges

Use Salesforce to inform accurate forecasting

Continue to build a pipeline aiming for 3x quota

Met with all of the key decision makers within your target accounts and have developed a detailed account plan for each

Presented forecast for self-generated opps & expected time to 1st sale

Shown progress through sales stages for any inbound opps (from 5-40)

Acquired “Captain” enablement badge

Continued to improve and refine all the activities detailed against the previous quarters

Achieve your sales quota

Continued to build pipeline aiming for 3x quota

Qualification

SaaS salesCybersecurityIdentity GovernanceChallenger sales methodologySalesforceAccount planningDigital messagingRelationship building

Required

Highly motivated Corporate Account Executive (CAE) to sell our IGA Solution Suite to organizations with 500-1500 users

Experienced at creating opportunities within net new logo accounts, generally engaging at C level

Previous experience in SaaS, Cyber-sec or IAM/IGA to negotiate and win SaaS contracts by selling directly to end users

Leverage the support of influential channel partners

Using the Challenger sales methodology

Engaging with approximately 100 target customers

Gaining a thorough understanding of prospective client's business and the industry in which they compete

Identifying needs which the company can help resolve

Developing compelling business value proposals for our solutions

Closing business

Developing and maintaining trusted relationships with senior level decision makers and other key buyers within the named accounts and partners

Embrace the onboarding sessions and go into them with a clear plan

Arrange to meet key members of your leadership team

Establish internal network & led interlock meetings with virtual teams & key stakeholders

Learn about our products, success stories and what sets us apart from our competitors

Map and segment existing customers & new logo opportunities within your territory

Sort accounts between A, B, C priority and reset/clean pipeline

Set $$ amounts next to all 'A' accounts & make introductions with them

Passed '1st Mate' enablement badge

Work with marketing and our Partner team to show the potential new logo opportunities in your territory

Identify potential customers with compliance/governance requirements and/or business drivers requiring an IGA solution

Developed your territory plan, particularly in regard to strategies to approach 'A' accounts - presented to & signed off by Management

Met key partners that are influencers in your 'A' accounts

Customers from 'A' accounts should know who you are

Developed an effective process/formula for client engagement calls, emails, meetings and Account planning

Implemented an operating cadence with virtual team

Fully used Challenger during the sales cycle

Become a regular user of Sprout Social and develop a good cadence of digital messaging

Demonstrated SFDC hygiene with regular, accurate activity and updates

Passed 'Sailing Master' and 'Quarter Master' enablement badges

Use Salesforce to inform accurate forecasting

Continue to build a pipeline aiming for 3x quota

Met with all of the key decision makers within your target accounts and have developed a detailed account plan for each

Presented forecast for self-generated opps & expected time to 1st sale

Shown progress through sales stages for any inbound opps

Acquired 'Captain' enablement badge

Achieve your sales quota

Company

SailPoint

Glassdoor4.4

SailPoint is an identity and access management provider helping organizations deliver and manage user access from any device.

Founded in 2005

Austin, Texas, USA

1001-5000 employees

http://www.sailpoint.com

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 (40)

2024 (35)

2023 (29)

2022 (51)

2021 (20)

2020 (22)

Funding

Current Stage

Public Company

Total Funding

$26.08M

Key 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)