Digital Sales Representative
SailPoint is a leading company in identity management, seeking a motivated Digital Sales Representative to drive sales growth through proactive outreach and relationship building. The role involves utilizing SaaS sales techniques to enhance customer experience and maximize revenue in target accounts while collaborating 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
- Maximizing revenue in target accounts
- Collaborating with 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
- Scheduling intro meetings with key stakeholders as identified by your manager
- 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 (Account Executive)
- 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 Software Sales in an ISR type of role
- Experience upselling/closing small deals
- Must live in: Austin (hybrid), Chicago or the DC Metro area
- A bachelor's degree is strongly 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
- SailPoint Corporate Bonus Plan or a role-specific commission
- Potential eligibility for equity participation
Company Overview
Company H1B Sponsorship