Digital Sales Representative - SLED

SailPoint Technologies, Inc. is seeking a 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 and collaborating with a team of field sales counterparts.

Responsibilities

• Drive sales growth through proactive outreach, relationship building, and strategic sales tactics
• Deliver a positive customer experience using the SailPoint sales model while maximizing revenue in target accounts
• Collaborate with field sales counterparts (Outside Account Executive, SEs, Channel Partners, etc.) to penetrate new accounts and cross-sell into existing SailPoint accounts
• 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
• Complete Revenue Onboarding
• Complete mock discovery call and refined SailPoint Pitch
• Create a development plan for yourself and review with your manager for alignment
• Continue to have periodic meetings with your buddy
• Shadow 4 Discovery Calls
• Align and map your top 4 accounts
• Make your first 10 calls in Outreach
• Book your first discovery call
• Create a minimum of one opportunity in Salesforce
• Deliver against Core KPI’s as documented in KPI Dashboard
• Achieve funnel & pipeline targets and all critical activities managed through the KPI dashboard
• Close a deal, as marked by DSR Closer, with support from AE (Account Executive)
• Deliver against yearly target for funnel and pipeline
• Maintain KPI results on track with targets
• Close 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

Company H1B Sponsorship