Digital Sales Representative

About the Role

SailPoint is seeking a driven and proactive Digital Sales Representative to accelerate pipeline and revenue growth. This role involves leveraging SaaS sales experience to engage prospective customers, build strong relationships, and drive new opportunities using the SailPoint sales model. You will collaborate with field teams including Outside Account Executives, Sales Engineers, and Channel Partners to acquire new logos and expand existing accounts.

Key Responsibilities

• Engage prospective customers and build strong relationships.
• Drive new opportunities using the SailPoint sales model.
• Collaborate closely with field teams to acquire new logos and expand existing accounts.
• Learn the SailPoint pitch and refine it.
• Shadow discovery calls.
• Demonstrate prospecting efforts using LinkedIn, 6Sense, Outreach, and ZoomInfo.
• Uncover corporate insights and persona-based imperatives.
• Sequence prospects (outbound and inbound) effectively.
• Action all leads within time-bound SLAs.
• Convert leads to opportunities within Salesforce.
• Achieve funnel & pipeline targets.
• Close deals with support from an Account Executive, and eventually independently.
• Deliver against yearly targets for funnel and pipeline.
• Maintain KPI results on track with targets.

Requirements & Tech Stack

• Must currently be working as an SDR/BDR at a Software Company.
• Must live in Austin and be able to work a hybrid schedule (Tues and Thurs in office).
• Familiarity with all tools in your digital tech stack.
• Demonstrated knowledge in prospecting efforts with LinkedIn, 6Sense, Outreach, and ZoomInfo.
• Experience converting leads to opportunities within Salesforce.

Qualifications

• Bachelor's degree is strongly preferred.

Path to Success Milestones

Within the first month:

• Complete Getting started Checklist (Onboarding coursework, HR sessions, Access Identity University, role-specific courses).
• Familiarize yourself with the High-level Function Org Chart.
• Utilize video collateral for onboarding training.
• Learn the SailPoint pitch.
• Meet the team (Digital Sales, AEs, Marketing, Channel, Sales Leadership).
• Meet your buddy and set up bi-weekly meetings & 1 to 1s 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, demonstrating knowledge in uncovering 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 and reviewed with your manager.
• Continued 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 KPIs 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 (marked by DSR Closer) with support from an AE.

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.

Compensation

• OTE: $90,000 ($63,000 base / $27,000 uncapped commission).
• Estimated base salary range for US-based employees: $44,100 - $66,780.00.
• May be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission.
• Potential eligibility for equity participation.
• Benefits vary based on location and employment nature.

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.