Account Executive

About the Role SailPoint is seeking an Account Executive to sell our Identity Security Solution. You will lead a virtual team of partner resources, presales, partner manager, deal desk, professional services, and customer success to deliver sales wins and ongoing customer value in a remote UK territory.

What You'll Do

• Exceed revenue quota goals on a quarterly and yearly basis.
• Develop business plans for your assigned territory and identify opportunities for uplift.
• Strategically engage with customers and partners to deliver tailored solutions that address their needs and SailPoint's value proposition, including competitive positioning against Microsoft, Okta, and Saviynt.
• Collaborate with Marketing to develop and execute plans through partners and end users.
• Pursue all leads and ensure internal systems are updated.
• Lead the appropriate technical resources to demonstrate SailPoint's advantages.
• Own and oversee all aspects of the sales cycle: qualifying, presentations, demonstrations, RFP responses, negotiations, and closing.
• Maintain a deep understanding of the territory's customers, prospects, partners, influencers, and competitors.
• Understand and communicate product and technology strategies across competitive and complementary organizations.
• Initiate, navigate, and manage discussions across all levels of a customer's organization.
• Utilize channel management and reporting tools, including accurate forecasting and Salesforce hygiene.
• Follow the 4-month ramp plan: establish account plans, segment top accounts, map stakeholders, maintain Salesforce/Clari hygiene, and present forecasts.

What We're Looking For

• Excellent communicator in first engagements and discovery calls; able to qualify opportunities and articulate SailPoint's value.
• Proficiency in explaining SailPoint differences vs Microsoft, Okta, Saviynt.
• Ability to lead a virtual team of partner resources and cross-functional stakeholders.
• Strong collaborator; works as part of a team and holds others accountable.
• Ability to create territory and opportunity plans and to refine sales strategy with leadership.
• Comfortable navigating conversations with both business stakeholders and technical decision-makers; strong Salesforce hygiene and forecasting.

Nice to Have

• Experience selling Identity Security solutions or software in a similar enterprise environment.
• Familiarity with SailPoint's partner ecosystem and virtual-team-based selling.

Compensation & Benefits

• Salary and benefits are not disclosed in this posting.