Enterprise Account Executive - California

The Role We are seeking an Enterprise Account Executive to sell our Identity Security Solution. Key Qualifications Skilled communicator in first engagements and discovery calls, analyzing the prospect’s needs to qualify an opportunity. Highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt. Provides a superior customer experience from the first discovery call and leverages skills in competitively positioning our solutions and a broader value proposition including partner services. Leads a virtual team of partner resources, pre‑sales, partner manager, deal desk, professional services, BVA team, and customer success to deliver sales wins and customer success. Operates as part of a team rather than independently. Acts as the quarterback: takes initiative and prepares the team on what is needed from them prior to calls. Makes good decisions about who should engage, when, and makes people accountable for following through. Creates a territory or opportunity plan, including the steps required to move from discovery to the next steps in the sales cycle. Works closely with the leadership team to refine ideas and make the sales strategy as effective as possible. Responsibilities Exceed revenue quota goals on a quarterly and yearly basis. Effectively address each customer’s and partner’s unique inquiries by providing accurate information and tailored solutions that align with their specific needs and interests. Develop business plans that align with the assigned territory. Strategically engage with customers and business partners to maintain a high level of customer service that aligns with SailPoint’s core values. Collaborate with marketing to develop and execute marketing plans through or with partners and end users. Assure that all provided leads are pursued and internal systems are kept up to date. Lead technical resources to demonstrate SailPoint’s advantages to the customer. Follow up with customers and partner post‑sale teams to ensure consistent and ongoing coverage of account, including new sales opportunities. Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process. Build deep understanding of the territory, including customers, prospects, partners, influencers, and competitors. Understand and communicate all product and technological strategies employed by competitive and complementary organizations in the SailPoint market space. Initiate, navigate, and manage discussions across all levels of a customer’s organization, from business stakeholders to technical decision‑makers. Utilize all channel management and reporting tools, including accurate forecasting and Salesforce hygiene. Onboarding Milestones 1‑Month Milestones Establish a plan for existing customers, identifying opportunities for uplift and understanding account potential. Segment account list into top 20 focused accounts and the top 3 big‑bet accounts. Meet with old account managers to capture any history. Meet with partners of existing accounts to understand their position and services offered. Work with Marketing Manager on marketing plan. Work with Channel Manager on channel plan. 2‑Month Milestones Create a stakeholder map for key partners that are influencers in top 20 accounts and devise your approach to connect with them. Demonstrate Salesforce hygiene with regular, accurate activity and updates. Meet weekly with sales management to keep Salesforce and Clari up to date. 3‑Month Milestones Complete territory plan and present to Sales Management. Provide existing account overview and account potential. Prioritize accounts with account potential. Clean pipeline of 2025 opportunities to establish gap to target. Create marketing and channel engagement plans to close the gap to target. Plan customer references / case studies. Develop pipeline growth plan. Meet with existing customers to identify opportunities to extend value. Lead an operating cadence with virtual team. Achieve “1st Mate” enablement badge. 4‑Month Milestones Create account plans for key accounts. Create opportunity plans for key opportunities. Present forecast for self‑generated opportunity and expected time to first sale. Develop strategies to approach top 20 accounts and present to management. 6‑Month Milestones Build a pipeline of 2 to 3 times target encompassing existing and new opportunities. Refine “go to market” for this market segment, highlighting key messaging when competing with Microsoft and Okta, benefits of partnering, pricing challenges. Complete your Captains badge on HighSpot. Education Preferred but not required: Bachelor’s degree or global equivalent in an IT, business, or sales related field. Travel Business travel of approximately 50 percent yearly is expected. 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. 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. 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. Compensation Base salary for US‑based employees will be in the range $111,350 - $187,738.00. Base salaries for employees based in other locations are competitive for the employee’s home location. This role may also be eligible for SailPoint Corporate Bonus Plan, role‑specific commission, and potential equity participation. Equal Opportunity Employment SailPoint is an equal opportunity employer and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status. #J-18808-Ljbffr Clutch Canada