Healthcare Account Executive

SailPoint is a leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half of the ASX 50, providing a strong community of customers, partners, and analysts who trust our team to solve complex challenges. We are recognized by analysts such as Gartner, Forester, and KuppingerCole as the market leader and continue to define the market rather than follow competitors. Organizations struggle to understand who has access to what applications and data; we help them answer these key questions. Identity security is the central control point for enterprise risk management. Our team culture has earned us recognition as one of the best places to work for 15 years in a row. The role We are seeking an Account Executive to sell our Identity Security Solution. To excel, the position requires the following: Skilled communicator in first engagements and discovery calls, analyzing prospect needs to qualify opportunities. 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, presales, partner manager, deal desk, professional services, BVA team, and customer success to deliver sales wins and customer success. Does not operate independently; sells as part of a team. Acts as the quarterback, taking initiative and preparing the team on what is needed before each call. Makes good decisions about who should engage and when, holding people accountable for follow‑through. Creates a territory or opportunity plan, outlining steps to progress from discovery to subsequent sales cycle stages. 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 to the assigned territory. Strategically engage with customers and business partners to maintain a high level of customer service aligned with SailPoint’s core values. Collaborate with marketing to develop and execute marketing plans through partners and end users. Pursue all leads supplied and ensure internal systems are updated. Lead the appropriate technical resources to demonstrate SailPoint’s advantages to customers. Follow up with customers and partner with the post‑sale team to ensure consistent and ongoing coverage of accounts, including new sales opportunities. Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process. Foster a 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. Effectively 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. The path to success 1‑month milestones: Establish a plan for existing customers, identifying opportunities for uplift and account potential. Segment the account list into the top 20 focused accounts and the top 3 Big Bet accounts. Meet with former account managers to capture account history. Meet with partners of existing accounts to understand their services. Collaborate with the Marketing Manager on the marketing plan. Collaborate with the Channel Manager on the channel plan. 2‑month milestones: Create a stakeholder map for key partners that influence the top 20 accounts and devise an 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 the territory plan and present to Sales Management: Existing account overview and account potential. Prioritized accounts with account potential. Clean pipeline of potential 2025 opportunities to establish a gap to target. Marketing and channel engagement plans to close the gap to target. Customer references/case studies planned. Pipeline growth plan. Meet all existing customers to identify opportunities to extend value received from SailPoint. Lead an operating cadence with the virtual team. Achieve the “1st Mate” enablement badge. 4‑month milestones: Create account plans for key accounts. Create opportunity plans for key opportunities. Present forecast for self‑generated opportunities and expected time to first sale. Develop strategies to approach the top 20 accounts and present to management. Complete relationship maps in Salesforce so that customers from the top 20 accounts know who you are. Show progress through sales stages for inbound/inherited opportunities. Present the SailPoint value proposition to management, either with customers/prospects or internally. 6‑month milestones: Build a pipeline of 2‑3 times the target. Progress existing pipeline and create new pipeline. Refine the go‑to‑market approach for this market segment, highlighting key messaging when competing with Microsoft and Okta, benefits of partnering, pricing challenges, etc. Complete the captain’s badge on High Spot. Education & Travel Preferred but not required: Bachelor’s degree or global equivalent in an IT, business, or sales related field. Business travel of approximately 50 percent yearly is expected. Equal Opportunity Employer SailPoint is an equal opportunity employer and welcomes all qualified candidates. 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. Compensation This role may be eligible for the SailPoint Corporate Bonus Plan or a role‑specific commission, along with potential equity participation. Base salaries for U.S. employees are in the range $109,200 – $184,080. Salaries in other locations are competitive for the employee’s home location. 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: Supplemental life insurance for employees, spouses, and children. Flexible spending accounts for health care, dependent care, and limited purpose. 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. Voluntary benefits: legal assistance, critical illness, accident, hospital indemnity, and pet insurance options. Health Savings Account (HSA) with employer contribution. Application Assistance For applicants with disabilities who cannot submit an application through this site, please contact View email address on click.appcast.io or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726 to discuss reasonable accommodations. Unsolicited resumes sent to the email will not be considered for current openings at SailPoint. #J-18808-Ljbffr SailPoint