[Remote] Digital Sales Representative - SLED

Note: The job is a remote job and is open to candidates in USA. SailPoint Technologies, Inc. is seeking a talented and motivated Digital Sales Representative to drive sales growth through proactive outreach and relationship building. The role involves delivering a positive customer experience while maximizing revenue in target accounts, working closely with field sales counterparts.

Responsibilities

• Driving sales growth through proactive outreach, relationship building, and strategic sales tactics
• Delivering a positive customer experience using the SailPoint sales model while maximizing revenue in target accounts
• Linking with a team of field sales counterparts (Outside Account Executive, SEs, Channel Partners, etc.) to penetrate new accounts and cross-sell into existing SailPoint accounts
• Completing Getting started Checklist, including Pre/Post Revenue Onboarding Coursework, attending HR onboarding Sessions, Access Identity University, and completing role-specific suggested courses
• Familiarizing yourself with the High-level Function Org Chart; a high-level understanding of our main 5 business functions and the teams that compose them
• Making use of all video collateral to augment onboarding training
• Learning the SailPoint pitch
• Meeting the team – Digital Sales, your AE’s, Marketing, Channel, Sales Leadership
• Meeting your buddy and setting up Bi-weekly meetings & 1 to 1’s with your manager
• Listening in and shadowing your first discovery call
• Ensuring access to and familiarity with all tools in your digital tech stack
• Walking your manager through prospecting efforts with LinkedIn, 6Sense, Outreach, ZoomInfo
• Demonstrating knowledge in how to uncover corporate insights and persona-based imperatives
• Demonstrating how to sequence prospects, both outbound and inbound, effectively action all leads within time bound SLAs, and convert to opportunities within Salesforce
• Completing Revenue Onboarding
• Completing mock discovery call and refining SailPoint Pitch
• Creating a development plan for yourself and reviewing with your manager for alignment
• Continuing to have periodic meetings with your buddy
• Shadowing 4 Discovery Calls
• Aligning and mapping your top 4 accounts
• Making your first 10 calls in Outreach
• Booking your first discovery call
• Creating a minimum of one opportunity in Salesforce
• Delivering against Core KPI’s as documented in KPI Dashboard
• Achieving funnel & pipeline targets and all critical activities managed through the KPI dashboard
• Closing a deal, as marked by DSR Closer, with support from AE
• Delivering against yearly target for funnel and pipeline
• Maintaining KPI results on track with targets
• Closing deals independently without support of AE

Skills

• Current experience in Enterprise Software Sales in an ISR type of role
• Experience upselling/closing small deals
• Must live in Austin (hybrid), Chicago, or the DC area- this is a requirement
• A bachelor's degree is strongly preferred
• Experience in SLED/Public sector is preferred

Benefits

• Medical, dental, and vision insurance
• Short-term and long-term disability
• Life insurance and Accidental Death & Dismemberment (AD&D)
• 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
• Flexible vacation policy
• 8 paid holidays annually
• Sick leave
• Paid parental leave
• Employee Assistance Program (EAP) and Care Counselors
• Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
• Health Savings Account (HSA) with employer contribution

Company Overview

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