Enterprise Account Executive

This is a fully remote position, open to applicants in Tennessee.

📋 Description

• Surpass revenue quota targets on a quarterly and annual basis

• Respond to inquiries from customers and partners with precise information and customized solutions

• Formulate business strategies that align with the designated territory

• Strategically engage with customers and business partners to ensure high-quality customer service

• Collaborate with marketing teams to design and implement marketing strategies for partners and end-users

• Follow up on provided leads and keep internal systems updated

• Guide technical teams in showcasing the advantages of SailPoint

• Coordinate with customers and the post-sale team regarding account management and new sales opportunities

• Manage the entire sales process, encompassing qualification, presentations, demonstrations, RFP responses, negotiations, and closing

• Acquire in-depth knowledge of the territory, including customers, prospects, partners, influencers, and competitors

• Communicate strategies related to competitive products and technology

• Facilitate discussions among business and technical stakeholders of customers

• Utilize channel management and reporting tools, ensuring precise forecasting and Salesforce maintenance

• Establish territory, account, and opportunity plans while promoting pipeline growth

• Lead virtual partner and cross-functional teams to achieve sales success and customer satisfaction

• Collaborate with sales, marketing, channel, and leadership teams to enhance sales strategies

⛳️ Requirements

• Excellent communication skills in initial engagements and discovery calls

• Capability to assess prospect needs and qualify opportunities

• Highly skilled in presenting SailPoint solutions and positioning them competitively against Microsoft, Okta, and Saviynt

• Ability to deliver an exceptional customer experience and articulate broader value propositions, including partner services

• Experience leading virtual teams comprising partner resources, presales, partner managers, deal desks, professional services, BVA, and customer success

• Team-oriented selling approach

• Ability to act as the quarterback, preparing teams prior to calls and ensuring accountability

• Skill in creating territory and opportunity plans

• Capacity to work with leadership to refine sales strategies

• Approximately 50% business travel required annually

• Preferred but not mandatory: A Bachelor’s degree or equivalent in IT, business, or a sales-related discipline

• Familiarity with Salesforce and Clari for hygiene, forecasting, and activity updates

• Capability to complete SailPoint enablement badges, including the “1st Mate” and Captains badges

🏝️ Benefits

• Medical, dental, and vision insurance

• Short-term and long-term disability coverage

• Life insurance and Accidental Death & Dismemberment (AD&D)

• Supplemental life insurance for employees, spouses, and children

• Flexible spending accounts for healthcare 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

• Potential eligibility for equity participation

• SailPoint Corporate Bonus Plan or role-specific commission may be available