Federal Sales Executive - DHS (Remote)

About the role

SailPoint, a leader in identity security, is looking for an Account Executive to sell its Identity Security solution to the Department of Homeland Security (DHS) within the federal government. The role is remote, based in Maryland, and involves leading a virtual team of partner resources, presales, partner manager, deal desk, professional services, BVA team and customer success. About 50% business travel per year is expected.

Key responsibilities

• Exceed quarterly and yearly revenue quota goals.
• Qualify opportunities, run discovery calls and present SailPoint's value compared with Microsoft, Okta and Saviynt.
• Own the full sales cycle: qualifying, presentations, demos, RFP responses, negotiations and closing.
• Develop business plans for the assigned territory and create territory and opportunity plans.
• Engage customers and partners, collaborate with marketing on plans, and pursue all leads supplied.
• Lead technical resources to demonstrate the product and follow up with the post-sale team on account coverage.
• Forecast accurately using Salesforce and channel management tools, and keep Salesforce hygiene up to date.

Required profile

• A skilled communicator who can qualify prospects and position SailPoint against competitors.
• Ability to lead a virtual team, take initiative and prepare teammates before calls.
• Preferred: bachelor's degree or global equivalent in an IT, business or sales-related field.

What we offer

• Estimated base salary for US-based employees of $109,200 - $165,360, depending on location and experience.
• Possible eligibility for the SailPoint Corporate Bonus Plan or a role-specific commission, and potential equity participation.
• Medical, dental and vision insurance, short- and long-term disability, life insurance and AD&D coverage.
• Flexible spending accounts for health care and dependent care.