Note: The job is a remote job and is open to candidates in USA. SailPoint Technologies, Inc. is seeking a talented and motivated Digital Sales Representative to drive sales growth through proactive outreach and relationship building. The role involves delivering a positive customer experience while maximizing revenue in target accounts, working closely with field sales counterparts.
Responsibilities
- Driving sales growth through proactive outreach, relationship building, and strategic sales tactics
- Delivering a positive customer experience using the SailPoint sales model while maximizing revenue in target accounts
- Linking with a team of field sales counterparts (Outside Account Executive, SEs, Channel Partners, etc.) to penetrate new accounts and cross-sell into existing SailPoint accounts
- Completing Getting started Checklist, including Pre/Post Revenue Onboarding Coursework, attending HR onboarding Sessions, Access Identity University, and completing role-specific suggested courses
- Familiarizing yourself with the High-level Function Org Chart; a high-level understanding of our main 5 business functions and the teams that compose them
- Making use of all video collateral to augment onboarding training
- Learning the SailPoint pitch
- Meeting the team – Digital Sales, your AE’s, Marketing, Channel, Sales Leadership
- Meeting your buddy and setting up Bi-weekly meetings & 1 to 1’s with your manager
- Listening in and shadowing your first discovery call
- Ensuring access to and familiarity with all tools in your digital tech stack
- Walking your manager through prospecting efforts with LinkedIn, 6Sense, Outreach, ZoomInfo
- Demonstrating knowledge in how to uncover corporate insights and persona-based imperatives
- Demonstrating how to sequence prospects, both outbound and inbound, effectively action all leads within time bound SLAs, and convert to opportunities within Salesforce
- Completing Revenue Onboarding
- Completing mock discovery call and refining SailPoint Pitch
- Creating a development plan for yourself and reviewing with your manager for alignment
- Continuing to have periodic meetings with your buddy
- Shadowing 4 Discovery Calls
- Aligning and mapping your top 4 accounts
- Making your first 10 calls in Outreach
- Booking your first discovery call
- Creating a minimum of one opportunity in Salesforce
- Delivering against Core KPI’s as documented in KPI Dashboard
- Achieving funnel & pipeline targets and all critical activities managed through the KPI dashboard
- Closing a deal, as marked by DSR Closer, with support from AE
- Delivering against yearly target for funnel and pipeline
- Maintaining KPI results on track with targets
- Closing deals independently without support of AE
Skills
- Current experience in Enterprise Software Sales in an ISR type of role
- Experience upselling/closing small deals
- Must live in Austin (hybrid), Chicago, or the DC area- this is a requirement
- A bachelor's degree is strongly preferred
- Experience in SLED/Public sector is preferred
Benefits
- Medical, dental, and vision insurance
- Short-term and long-term disability
- Life insurance and Accidental Death & Dismemberment (AD&D)
- Supplemental life insurance for employees, spouses, and children
- Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
- 401(k) Savings and Investment Plan with company matching
- Flexible vacation policy
- 8 paid holidays annually
- Sick leave
- Paid parental leave
- Employee Assistance Program (EAP) and Care Counselors
- Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
- Health Savings Account (HSA) with employer contribution
Company Overview
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