Enterprise Account Executive - North Caroline

SailPoint Technologies Holdings, Inc.

Job Overview

Location

Remote (North Carolina, USA)

Job Type

Full-time

Full Job Description

📋 Description

• Sell SailPoint’s Identity Security Solution to enterprise customers across North Carolina, exceeding quarterly and yearly revenue quota goals.
• Conduct first engagements and discovery calls to analyze prospect needs and qualify sales opportunities.
• Present the value of SailPoint solutions compared to competitors such as Microsoft, Okta, and Saviynt, with a focus on competitive positioning and broader value propositions including partner services.
• Lead a virtual team of presales, partner managers, deal desk, professional services, BVA, and customer success to drive sales wins and ensure customer success.
• Operate as a team quarterback by initiating planning, preparing team members for calls, and ensuring accountability for follow-through.
• Develop and execute territory and opportunity plans that map steps from discovery to closing, including pipeline growth strategies and gap analysis to target.
• Collaborate with marketing to design and execute joint marketing plans with partners and end users.
• Maintain accurate Salesforce hygiene, including forecasting, activity updates, and relationship mapping for all accounts and opportunities.
• Engage with customers and partners at all organizational levels—from business stakeholders to technical decision-makers—to align solutions with specific needs.
• Build and maintain a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors.
• Understand and communicate product and technological strategies of competitive and complementary organizations in the identity security market.
• Pursue all leads provided and ensure internal systems are consistently updated.
• Lead post-sale engagement with customer success teams to ensure ongoing account coverage and identify new sales opportunities.
• Own and manage the full sales cycle: qualifying, presentations, demonstrations, RFP responses, negotiations, and closing.
• Create stakeholder maps for key partners influencing Top 20 accounts and devise connection strategies.
• Complete and present a comprehensive territory plan to sales management within three months, including prioritized accounts, opportunity potential, and marketing/channel engagement plans.
• Achieve SailPoint enablement badges including “1st Mate” and “Captains” on HighSpot.
• Establish account and opportunity plans for key accounts within four months, including forecasts for self-generated opportunities and expected time to first sale.
• Build a pipeline of 2 to 3 times the target within six months, comprising existing customer pipeline, progress on existing opportunities, and new pipeline development.
• Refine go-to-market messaging for the North Carolina market segment, addressing competitive dynamics with Microsoft and Okta, partner benefits, and pricing challenges.
• Maintain relationship maps in Salesforce to ensure Top 20 accounts recognize and know you personally.
• Demonstrate progress through sales stages for all inbound and inherited opportunities (sales cycle 5–40).
• Present SailPoint’s value proposition to management via customer/prospect interactions or internal demonstrations.
• Travel approximately 50% annually to meet with customers and partners in person.

🎯 Requirements

• Proven experience as an Enterprise Account Executive or similar B2B sales role
• Demonstrated ability to sell complex identity security or enterprise SaaS solutions
• Strong track record of exceeding sales quotas and managing full sales cycles
• Proficiency in Salesforce and CRM hygiene for forecasting and pipeline management
• Experience collaborating with cross-functional teams including presales, marketing, and customer success
• Ability to lead virtual teams and act as a quarterback in sales execution

🏖️ Benefits

• Medical, dental, and vision insurance
• Short-term and long-term disability coverage
• Life insurance and Accidental Death & Dismemberment (AD&D)
• 401(k) savings plan with company matching
• Flexible vacation policy and 8 paid holidays annually
• Paid parental leave and Employee Assistance Program (EAP)

Skills & Technologies

Remote

$109k-184k

Degree Required

Ready to Apply?

Apply Externally

You will be redirected to an external site to apply.

SailPoint Technologies Holdings, Inc.

Visit Website

About SailPoint Technologies Holdings, Inc.

SailPoint Technologies provides identity security software that automates how enterprises manage user access to applications, data, and cloud resources. Its AI-driven IdentityNow and IdentityIQ platforms centralize provisioning, governance, and compliance workflows to reduce risk and enforce least-privilege policies across hybrid environments. Customers use the products to streamline join-move-leave processes, detect anomalous access, and satisfy regulatory mandates. The Austin, Texas-headquartered company serves large global organizations through cloud and on-premise deployments and a partner ecosystem of system integrators and technology vendors.

View Company Profile

Get more remote jobs like this

Subscribe to the weekly newsletter for similar remote roles and curated hiring updates.

Weekly remote jobs and featured talent.

No spam. Only curated remote roles and product updates. You can unsubscribe anytime.