Digital Sales Representative - SLED

Are You Ready to Make an Impact in Identity? We hire the best to work with the best. Every SailPoint Crew Member embodies four characteristics. Wicked Smart - Our people are the best and the brightest in our field and are always looking to grow and learn more. Determined - With the right training and resources, our people drive their own projects, without micromanagement. Communicative - Knowing what is going on in the company and in the industry requires two‑way communication – both from our employees and from our leadership. Collaborative - We’re all on the same crew, and we like working both on our own and with each other – in the office, at community events or brainstorming over happy hour. Job Overview 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. Using your experience in SaaS opportunity creation & sales, you will be responsible for delivering a positive customer experience using the SailPoint sales model while maximizing revenue in target accounts. In this role, you will be linked with a team of field sales counterparts (Outside Account Executive, SEs, Channel Partners, etc.) helping to penetrate new accounts and cross‑sell into existing SailPoint accounts. The ideal candidate is a dynamic individual with effective communication skills, very well organized, a knack for persuasion, and a deep understanding of digital sales techniques. Qualifications 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. Compensation OTE: $120,000 ($84,000 base / $36,000 uncapped commission). We estimate the base salary for US‑based employees will be in this range (min‑mid‑max, USD): $58,100 - $97,963.60. Base salaries for employees based in other locations are competitive for the employee’s home location. Path to Success Our most successful DSRs achieve milestones to achieve early productivity & success. Within the first month your goals will include: 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. By the time you have been with SailPoint for 3 months you will have: Completed Revenue Onboarding. Completed mock discovery call and refined SailPoint Pitch. Created a development plan for yourself and reviewed with your manager for alignment. Continued to have periodic meetings with your buddy. Shadowed 4 Discovery Calls. Aligned and mapped your top 4 accounts. Made your first 10 calls in Outreach. Booked your first discovery call. Created a minimum of one opportunity in Salesforce. Delivered against Core KPI’s as documented in KPI Dashboard. By the end of your first 6 months, along with the previous milestones you will have: Achieved funnel & pipeline targets and all critical activities managed through the KPI dashboard. Closed a deal, as marked by DSR Closer, with support from AE. By the end of your first 12 months at SailPoint, along with the content in the previous milestones you will have: Delivered against yearly target for funnel and pipeline. Maintained KPI results on track with targets. Closed deals independently without support of AE. Benefits Overview Health and wellness coverage: Medical, dental, and vision insurance Disability coverage: Short‑term and long‑term disability Life protection: Life insurance and Accidental Death & Dismemberment (AD&D) Additional life coverage options: Supplemental life insurance for employees, spouses, and children Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account Financial security: 401(k) Savings and Investment Plan with company matching Time off benefits: Flexible vacation policy Holidays: 8 paid holidays annually Sick leave Parental support: Paid parental leave Employee Assistance Program (EAP) and Care Counselors Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options Health Savings Account (HSA) with employer contribution SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law. Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact View email address on click.appcast.io or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations. NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint. #J-18808-Ljbffr SailPoint