Senior Sales Executive - Identity Security

Job Description

Job Description

Trilagen is hiring a Senior Sales Executive focused 100% on selling Identity Governance projects to large enterprise customers. You will work directly with customers and the SailPoint sales team to identify, source, and close net-new SailPoint ISC implementation engagements — including replacing legacy SailPoint IIQ, homegrown IGA solutions, Oracle Identity Manager (OIM), and other end-of-life identity platforms with SailPoint Identity Security Cloud.

This is a pure hunting role for someone who has successfully sold identity security consulting at smaller firms where credibility had to be earned — not inherited. If your sales career has been at companies where the brand opens the door, this is not the right role. At Trilagen, you are the brand until you prove otherwise.

This is not a relationship manager role. We need a builder, prospector, and closer who partners directly with SailPoint's commercial sales team to find organizations stuck on legacy IGA platforms and moves them to ISC. Trilagen has a 100% deployment success rate on SailPoint ISC — your job is to put that track record in front of every enterprise with a stalled or failing identity governance program.

Why This Market, Why Now

• $96B in cybersecurity M&A in 2025 — identity and access management is a top acquisition and spending category.

• SailPoint IIQ is end-of-road — thousands of enterprise customers need to migrate to ISC. SailPoint's own sales team needs implementation partners to make this happen.

• Homegrown IGA is failing — enterprises that built custom identity governance on OIM, SUN IDM, or internal tools are hitting compliance walls and looking for modern platforms.

• AI agent governance is the new requirement — enterprises deploying AI agents need identity governance for non-human identities. SailPoint ISC is the platform — Trilagen is the implementation partner.

• 100% deployment success rate — Trilagen has never failed a SailPoint ISC deployment. That is the single most powerful selling point in the SailPoint ecosystem.

What You'll DoSailPoint Co-Sell & New Logo Acquisition

• Own the full sales cycle from prospecting through close for identity governance engagements — you source it, you scope it, you close it.

• Build and maintain deep relationships with SailPoint's commercial sales team — become their go-to implementation partner in your territory. When SailPoint closes an ISC license deal, you close the implementation SOW.

• Identify net-new opportunities where enterprises are running:

• Legacy SailPoint IIQ — aging on-prem deployments that need to migrate to ISC

• Homegrown IGA solutions — custom-built identity governance that can't scale or meet compliance

• Oracle Identity Manager (OIM) — Oracle customers looking for modern, cloud-native IGA

• SUN Identity Manager / legacy platforms — end-of-life products with no upgrade path

• No IGA at all — enterprises that have grown past manual access management and need governance

• Generate your own pipeline through outbound prospecting, SailPoint partner referrals, personal network, LinkedIn, and events. No SDR team, no inbound engine.

• Target CISOs, VPs of Identity, Directors of IAM, and IT Security leaders at Fortune 500 and large publicly traded companies.

Consultative Identity Selling

• Position SailPoint ISC implementations tied to real business outcomes — compliance risk reduction, audit readiness, access certification automation, and operational efficiency.

• Translate IGA complexity into executive-level value — CISOs don't buy technology features; they buy risk reduction, audit pass rates, and time-to-compliance.

• Scope engagements accurately — you understand the difference between a 3-month ISC deployment and a 12-month IIQ-to-ISC migration with 50+ connectors. You don't oversell or underscope.

• Collaborate with Trilagen's identity consultants during discovery and solution design. You sell the engagement; the engineers validate the architecture and timeline.

Territory & Pipeline Development

• Build and execute a territory plan focused on SailPoint ecosystem opportunities — IIQ migration targets, homegrown IGA replacements, OIM modernization, and greenfield ISC deployments.

• Register every deal in SailPoint's partner portal for deal protection and co-sell coordination.

• Maintain disciplined CRM hygiene in Salesforce — every opportunity, meeting, and next step documented. Pipeline accuracy is non-negotiable.

• Attend SailPoint Navigate and identity industry events to build pipeline and deepen partner relationships.

Cross-Sell into AI & Cloud

• Every identity engagement is a door into Trilagen's other practices — AI Agent Engineering and Cloud (AWS & Oracle OCI).

• AI agent identity governance — enterprises deploying AI agents need non-human identity management. SailPoint ISC is the platform; Trilagen builds the governance.

• Okta integration — many SailPoint ISC customers also run Okta for access management. Position the full Okta + SailPoint ISC identity stack.

What You SellSailPoint ISC Implementation (Primary)

• Greenfield SailPoint ISC deployments — new implementations for enterprises adopting IGA for the first time or replacing homegrown solutions.

• IIQ-to-ISC migration — the biggest opportunity in the SailPoint ecosystem right now. Thousands of customers on legacy IIQ need to move to ISC.

• Legacy IGA replacement — replacing OIM, SUN IDM, homegrown tools, and other end-of-life platforms with SailPoint ISC.

• ISC optimization & expansion — customers already on ISC who need additional connectors, workflows, access certification campaigns, or compliance reporting.

• Managed IGA services — ongoing managed operations, access review administration, and ISC platform management. Recurring revenue.

Complementary Services (Cross-Sell)

• Okta (SSO, MFA, lifecycle management) — frequently deployed alongside SailPoint ISC.

• AI agent identity governance — extend ISC to cover non-human identities for AI agents.

• AWS & Oracle OCI cloud infrastructure — the platforms ISC and identity workloads run on.

Requirements

• 7+ years of enterprise technology sales experience with at least 3 years selling identity security, IAM, or IGA solutions or consulting services.

• Direct experience selling SailPoint implementations — you understand ISC, IIQ, connectors, access certification, provisioning workflows, and how to scope an identity engagement.

• Existing relationships with SailPoint's sales team — you can name SailPoint AEs, SEs, or channel managers you've co-sold with. This is a co-sell role; partner relationships are not optional.

• Proven success at small or early-stage companies with limited brand recognition — you've opened doors where nobody knew your company's name, purely on credibility and hustle.

• Track record of exceeding quota through outbound prospecting and new logo acquisition — sourcing and closing, not farming or managing inherited accounts.

• Experience selling $500K+ consulting engagements with 60–120 day sales cycles to CIOs, CISOs, VPs of Identity, and IAM leaders at large enterprises.

• Deep understanding of the IGA competitive landscape — SailPoint IIQ vs. ISC, OIM, SUN IDM, Saviynt, Omada, homegrown approaches. You know what customers are running and why they need to move.

The Ideal Candidate

• Hunter mentality — you build pipeline, you don't wait for it

• SailPoint ecosystem insider — you know the partner channel, the sales team, and the migration playbook

• Identity security domain expert — you speak fluently about IGA, access certification, SoD, provisioning, and compliance

• Comfortable selling without brand recognition — your credibility comes from your expertise, not your employer's logo

• Entrepreneurial and self-directed — no playbook, no SDR team, no marketing. You build it.

• Persistent and resilient — IGA sales cycles are complex. You stay in the deal when others give up.

Strong Preference For Candidates Who Have

• Sold SailPoint ISC or IIQ implementations specifically

• Worked at a SailPoint implementation partner (under 200 people)

• Closed IIQ-to-ISC migration deals

• Named SailPoint AE and channel contacts they can activate on day one

• Sold against Big 4 - PWC, Deloitte , Accenture

• Closed six-figure and seven-figure identity consulting engagements

• Experience selling to financial services, healthcare, or higher education verticals

Benefits

Benefits:

• 401K
• Health Insurance
• Dental Insurance
• Paid Time Off
• Paid Sick Leave