Job Overview
Location
Remote (New York, USA)
Job Type
Full-time
Category
Account Executive
Date Posted
April 6, 2026
Full Job Description
📋 Description
- • SailPoint is seeking a dynamic and results-oriented Account Executive to drive the sales of our leading Identity Security solutions within the Upstate New York territory. As the undisputed leader in Identity Security, SailPoint empowers half of the Fortune 500 and half of the ASX 50, providing a robust foundation of trust and innovation. This role is pivotal in expanding our global presence and offers a unique opportunity to join an award-winning culture, recognized as a "best place to work" for 15 consecutive years. You will be instrumental in helping organizations navigate the complex challenges of understanding who has access to what, positioning Identity Security as the central control point for enterprise risk management. This is more than just a sales role; it's an opportunity to shape the future of identity security and contribute to a company that consistently defines the market rather than follows it.
- • In this strategic role, you will be the primary driver of revenue growth within your assigned territory, consistently exceeding quarterly and yearly revenue quota goals. Your day-to-day will involve mastering the art of the first engagement and discovery calls, skillfully analyzing prospect needs to qualify opportunities and uncover critical business requirements. You will become an expert in articulating the unparalleled value of SailPoint's solutions, adeptly comparing and contrasting them against key competitors like Microsoft, Okta, and Saviynt. A core responsibility will be to deliver a superior customer experience from the initial contact through the entire sales cycle, leveraging your expertise to competitively position our solutions and broader value proposition, including the crucial integration of partner services. You will act as the central orchestrator, leading a virtual team comprising partner resources, presales engineers, partner managers, deal desk specialists, professional services consultants, the Business Value Assessment (BVA) team, and customer success managers, all to ensure sales wins and foster long-term customer success. This role emphasizes a collaborative, team-oriented approach; you will not operate in isolation but as a key player within a larger sales ecosystem. Your initiative will be crucial as you quarterback these engagements, preparing the virtual team with necessary information and clear objectives prior to calls, making sound decisions on resource engagement timing, and holding team members accountable for follow-through. You will be responsible for developing comprehensive territory and opportunity plans, meticulously outlining the steps required to progress prospects through the sales cycle, from initial discovery to closing. Regular collaboration with the leadership team will be essential for refining your strategic ideas and maximizing the effectiveness of your sales approach.
- • You will be joining a high-performing sales team within SailPoint, a company renowned for its market leadership and innovative approach to Identity Security. Our culture is built on collaboration, continuous learning, and a shared commitment to customer success. We pride ourselves on fostering an environment where employees are empowered, recognized, and supported, as evidenced by our consistent "best places to work" accolades. You will work alongside experienced professionals who are passionate about cybersecurity and dedicated to helping our clients secure their digital enterprises. The team operates with a strong sense of camaraderie and a shared goal of achieving collective success, emphasizing teamwork and mutual support.
- • This role offers significant opportunities for professional growth and development. You will gain deep expertise in the rapidly evolving field of Identity Security, understanding its critical role in modern enterprise risk management. You will hone your skills in complex solution selling, strategic account planning, and virtual team leadership. The structured onboarding and milestone-based development plan (1-month, 2-month, 3-month, 4-month, and 6-month milestones) provides a clear roadmap for success, enabling you to quickly become proficient in territory management, pipeline generation, and customer engagement. Achieving enablement badges like "1st Mate" and "Captain" signifies your mastery of SailPoint's sales methodologies and product value proposition. Furthermore, you will develop a sophisticated understanding of competitive landscapes, market dynamics, and the strategic positioning required to win against major players like Microsoft and Okta, ultimately contributing to your career advancement within a leading cybersecurity organization.
- • Your responsibilities extend to developing and executing strategic business plans tailored to your assigned territory, ensuring alignment with SailPoint's overall go-to-market strategy. You will proactively engage with customers and business partners to maintain an exceptionally high level of customer service, embodying SailPoint's core values in every interaction. Collaboration with the marketing team will be key to developing and executing impactful marketing plans targeting both partners and end-users. You will diligently pursue all supplied leads, ensuring meticulous updates within internal systems like Salesforce and Clari. Leading the appropriate technical resources will be crucial for effectively demonstrating SailPoint's advantages to potential clients. Post-sale follow-up with customers and partners is essential to ensure consistent account coverage and identify new sales opportunities, maintaining a continuous engagement loop. You will own and oversee every facet of the sales cycle, from initial qualification and compelling presentations to managing RFP responses, navigating negotiations, and successfully closing deals. A deep understanding of your territory, including customers, prospects, partners, influencers, and competitors, is paramount. You must be able to articulate and understand the product and technological strategies of both competitive and complementary organizations within the SailPoint market space. Effectively initiating, navigating, and managing discussions across all levels of a customer's organization, from business stakeholders to technical decision-makers, is a critical skill. Finally, you will be expected to utilize all channel management and reporting tools proficiently, maintaining accurate forecasting and ensuring high standards of Salesforce hygiene.
🎯 Requirements
- • Proven track record of exceeding revenue quota goals in a sales role, preferably within the technology or cybersecurity sector.
- • Demonstrated ability to effectively communicate and present complex solutions, compare offerings against competitors, and deliver a superior customer experience.
- • Experience leading and coordinating virtual teams (presales, partners, deal desk, etc.) to achieve sales objectives and ensure customer success.
- • Proficiency in developing territory and opportunity plans, managing the full sales cycle, and maintaining accurate CRM hygiene (e.g., Salesforce).
- • Strong understanding of the cybersecurity market, particularly Identity Security, and competitive landscape (Microsoft, Okta, Saviynt).
🏖️ Benefits
- • Competitive base salary range of $127,400 - $214,760.00 USD (for US-based employees), with potential eligibility for corporate bonus plan or role-specific commission and equity participation.
- • Comprehensive health and wellness coverage including medical, dental, and vision insurance.
- • Robust financial security benefits, including a 401(k) Savings and Investment Plan with company matching and Health Savings Account (HSA) with employer contribution.
- • Generous time off benefits including a flexible vacation policy, 8 paid holidays annually, and paid sick leave, along with paid parental leave.
Skills & Technologies
Go
Remote
$127k-214k
Degree Required
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.
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