RVP, Enterprise Sales

📋 Description

• • As the RVP of Enterprise Sales at SailPoint, you will be instrumental in leading and expanding our enterprise sales organization, driving revenue growth for our industry-leading Identity Security solutions.
• • This pivotal leadership role involves direct management of a high-performing enterprise sales team and matrix leadership of associated supporting functions, ensuring a cohesive and effective go-to-market strategy.
• • You will be responsible for guiding sales professionals who engage directly with end-users and strategically leverage our influential channel partners to deliver SailPoint's comprehensive IGA Solution Suite.
• • The IGA Solution Suite, primarily a SaaS offering, is critical to an organization's enterprise security posture, addressing complex challenges around access to applications and data.
• • Your leadership will be key in helping organizations understand who has access to what, establishing identity security as the central control point for enterprise risk management.
• • We are seeking a leader with a proven track record in high-growth SaaS or cybersecurity organizations, ideally with experience managing sales transitions from on-premise solutions to SaaS models.
• • You will bring structure, rigor, and inspirational leadership to all aspects of the sales process, including meticulous pipeline management and accurate forecasting.
• • Your initial focus (first month) will be on comprehensive onboarding, evaluating the current state of your reporting structure (People, Process, Cadence, Structure), and collaborating with Talent Acquisition to build a robust hiring pipeline.
• • You will also establish relationships with key internal stakeholders and familiarize yourself with SailPoint's products, value proposition, and competitive differentiators, aiming to pass the "1st Mate" enablement badge.
• • In your second month, you will expand your evaluation to non-direct support structures, target customers, and partners, initiating engagement with key accounts and assessing the quality of the sales pipeline and forecasting processes.
• • By the end of the third month, you will develop and present a detailed 12-month business plan, including identified new hires and strategic marketing and partner initiatives to uncover white-space opportunities and target customers with specific IGA needs.
• • You will also achieve "Sailing Master" and "Quarter Master" enablement badges, demonstrating a deep understanding of SailPoint's sales methodologies and product offerings.
• • Over the next three months (months 4-6), you will refine your team's structure, processes, and cadence to align with your strategic plan, demonstrating tangible improvements in key performance areas and acquiring the "Captain" enablement badge.
• • By the end of your first year, you will have established a strong foundation for sustained growth, be on track with your plans, and have refined your three-year strategic outlook.
• • You will continuously reassess and enhance your team's structure and processes, maintain forecasting rigor, and collaborate with marketing and partners to identify and capitalize on new logo and expansion opportunities.
• • A key metric for success will be maintaining a pipeline that is at least 3x your quota, ensuring consistent revenue generation and market penetration.
• • This role offers the opportunity to lead a critical sales function within a recognized market leader, contributing directly to the company's continued global expansion and success.
• • You will be part of an award-winning culture, recognized as a "best place to work" for 15 consecutive years, fostering a collaborative and supportive environment for top sales talent.
• • Drive the strategic direction and execution of enterprise sales within your assigned region, ensuring alignment with company objectives and market demands.
• • Mentor and develop a team of enterprise sales professionals, fostering a culture of high performance, continuous learning, and customer-centricity.
• • Collaborate closely with Sales Operations, Marketing, Product, and Customer Success teams to create a seamless customer journey and maximize revenue opportunities.
• • Analyze market trends, competitive landscapes, and customer needs to identify new business opportunities and refine sales strategies.
• • Represent SailPoint at industry events and customer forums, acting as a thought leader and brand ambassador for identity security solutions.