Federal Sales Executive - DOW

About the role

SailPoint, a leader in identity security, is looking for a Federal Account Executive to sell its Identity Security solution to the Department of Defense (DOW). The role is remote, based in Virginia, 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 solution and follow up with the post-sale team on account coverage.
• Use channel management and reporting tools, including accurate forecasting and Salesforce hygiene.

Required profile

• A skilled communicator in first engagements and discovery calls.
• 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.
• 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.