SailPoint is looking for a talented, enthusiastic, and motivated Digital Sales Representative who will be responsible for driving sales growth through proactive outreach, relationship building, and strategic sales tactics. The role involves collaborating with field sales teams to bring in new customers and expand existing accounts while delivering a positive customer experience using the SailPoint sales model.
Responsibilities
- Driving sales growth through proactive outreach, relationship building, and strategic sales tactics
- Collaborating with field sales teams (including Outside Sales Executives, SEs, Channel Partners, and more) to bring in new customers and expand existing SailPoint accounts
- Completing Getting started Checklist, including Pre/Post Revenue Onboarding Coursework, attending HR onboarding Sessions, Access Identity University, and complete 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. (Schedule intro meetings with key stakeholders as identified by your manager)
- Meeting your buddy and set up Bi-weekly meetings & 1 to 1’s with your manager
- Listening in and shadow 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 refined SailPoint Pitch
- Creating a development plan for yourself and reviewed 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
- MUST currently be working as an SDR/BDR at a Software Company
- Must live in Austin and be able to work a hybrid schedule (Tues and Thurs in office)
- 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
Company Overview
SailPoint is an identity and access management provider helping organizations deliver and manage user access from any device. It was founded in 2005, and is headquartered in Austin, Texas, USA, with a workforce of 1001-5000 employees. Its website is http://www.sailpoint.com.