Account Executive

About the Role

Account Executive to sell SailPoint Identity Security solutions. The role requires a skilled communicator who can lead a virtual team of partner resources and cross-functional specialists, guiding opportunities from discovery to close within a defined territory. Based in Germany with a remote setup, this role emphasizes collaborative, value-based selling and customer success. What You'll Do

• Exceed quarterly and yearly revenue quotas.

• Address each customer’s and partner’s inquiries with accurate information and tailored solutions aligned to their needs.

• Develop territory business plans and strategically engage with customers and partners.

• Collaborate with marketing to develop and execute plans with partners and end users.

• Pursue leads and ensure internal systems (Salesforce, etc.) are updated.

• Lead the appropriate technical resources to demonstrate SailPoint's advantages.

• Follow up with customers and partner with post-sale team to ensure ongoing coverage and new opportunities.

• Own and oversee all aspects of the sales cycle from qualifying to closing.

• Build a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors.

• Understand and communicate SailPoint’s product and technology strategies as well as those of competitors.

• Initiate, navigate, and manage discussions across all levels of a customer’s organization.

• Utilize channel management and reporting tools, including Salesforce hygiene, for accurate forecasting.

• Establish and maintain an operating cadence with the virtual team to achieve milestone goals (e.g., plan, pipeline growth, enablement). What We're Looking For

• Skilled communicator in initial engagements and discovery calls, capable of qualifying opportunities.

• Proficient at understanding and presenting SailPoint’s value and differentiators against competitors (Microsoft, Okta, Saviynt).

• Commitment to delivering superior customer experience and partnering with services to maximize value.

• Ability to lead a virtual team across presales, partner managers, deal desk, professional services, BVA, and customer success; works well in a team environment.

• Strong collaborator who acts as quarterback, taking initiative and ensuring accountability.

• Demonstrated ability to create a territory or opportunity plan and work with leadership to refine sales strategy.

• Comfortable engaging with stakeholders at all levels, from business to technical decision-makers.

• Proficient with channel management and forecasting tools, including Salesforce hygiene.