Digital Sales Representative

Digital Sales Representative

SailPoint is looking for a talented, enthusiastic, and motivated Digital Sales Representative who will be responsible for driving sales growth through proactive outreach, relationship building, and strategic sales tactics. Using your experience in SaaS (Software as a Service) opportunity creation & sales, you will be responsible for delivering a positive customer experience using the SailPoint sales model while maximizing revenue in target accounts. In this role, you will be linked with a team of field sales counterparts (Outside Account Executive, SEs, Channel Partners, etc.) helping to penetrate new accounts and cross-sell into existing SailPoint accounts.

This is a closing role that combines pipeline generation with ownership of smaller deals. Ideal for candidates looking to transition from inside sales into full-cycle Account Executive positions.

OTE: $120,000 annually (Base Salary: $84,000/Uncapped Commission: $36,000)

Qualifications

• Must be currently working as an SDR/BDR/ISR at a Software company
• Proven ability to close small software deals successfully
• Must reside in Austin, Chicago, California, or Washington, D.C.
• Bachelor’s degree strongly preferred

Key Responsibilities

• Proactively identify and engage prospects to drive pipeline growth
• Build and nurture relationships with decision-makers across target accounts
• Execute strategic sales tactics to maximize revenue and customer satisfaction
• Partner with field sales teams to support account penetration and cross-sell initiatives
• Represent SailPoint’s value proposition with clarity, confidence, and enthusiasm

The Path to Success

Our most successful DSR’s achieve these milestones to achieve early productivity & success.

• Within the first month: Complete Getting started Checklist, including Pre/Post Revenue Onboarding Coursework, attending HR onboarding Sessions, Access Identity University, and complete role specific suggested courses. Familiarize yourself with the High-level Function Org Chart; a high-level understanding of our main 5 business functions and the teams that compose them. Make use of all video collateral to augment onboarding training. Learn the SailPoint pitch. Meet the team – Digital Sales, your AE’s, Marketing, Channel, Sales Leadership. (Schedule intro meetings with key stakeholders as identified by your manager). Meet your buddy and set up Bi-weekly meetings & 1 to 1’s with your manager. Listen in and shadow your first discovery call. Ensure access to and familiarity with all tools in your digital tech stack. Walk your manager through prospecting efforts with LinkedIn, 6Sense, Outreach, ZoomInfo. Demonstrate knowledge in how to uncover corporate insights and persona-based imperatives. Demonstrate how to sequence prospects, both outbound and inbound, effectively action all leads within time bound SLAs, and convert to opportunities within Salesforce.
• By the time you have been with SailPoint for 3 months: Completed Revenue Onboarding. Completed mock discovery call and refined SailPoint Pitch. Created a development plan for yourself and reviewed with your manager for alignment. Continued to have periodic meetings with your buddy. Shadowed 4 Discovery Calls. Aligned and mapped your top 4 accounts. Made your first 10 calls in Outreach. Booked your first discovery call. Created a minimum of one opportunity in Salesforce. Delivered against Core KPI’s as documented in KPI Dashboard.
• By the end of your first 6 months: Achieved funnel & pipeline targets and all critical activities managed through the KPI dashboard. Closed a deal, as marked by DSR Closer, with support from AE (Account Executive).
• By the end of your first 12 months at SailPoint: Delivered against yearly target for funnel and pipeline. Maintained KPI results on track with targets. Closed deals independently without support of AE.

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 options: Supplemental life insurance for employees, spouses, and children
• Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
• Financial security: 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

Key skills/competency

• Digital Sales Representative
• SaaS Sales
• Pipeline Generation
• Relationship Building
• Sales Tactics
• Account Penetration
• Cross-selling
• Customer Satisfaction
• Revenue Maximization
• Prospecting