Sales Executive-Illinois Wisconsin

SailPoint Technologies Holdings, Inc.

Job Overview

Location

Remote (Illinois, USA)

Job Type

Full-time

Full Job Description

📋 Description

• Own a multi-state territory (Illinois & Wisconsin) and drive new-logo acquisition plus expansion within SailPoint’s existing Fortune-500 customer base, carrying an annual revenue quota that materially impacts North America growth targets.
• Run the full-cycle sales motion—from cold outreach to signed contract—while orchestrating a virtual “quarterback” team of presales architects, partner managers, deal-desk, professional services, BVA specialists, and customer-success leaders to deliver differentiated value and predictable wins.
• Master and articulate SailPoint’s Identity Security Cloud Platform, mapping AI-driven identity governance, privileged-access management, and cloud-entitlement controls to each prospect’s risk, compliance, and digital-transformation initiatives; confidently position against Microsoft Entra ID, Okta, and Saviynt in every competitive bake-off.
• Build and continuously refine a data-driven territory plan: segment accounts into a focused “Top 20” list, identify three “Big-Bet” whales, quantify whitespace, and design multi-thread campaigns that blend executive briefings, partner co-sell events, and targeted ABM plays to create 2–3× pipeline coverage.
• Establish 30-, 60-, 90-day onboarding milestones: within one month complete account hand-offs, capture tribal knowledge from prior reps, and lock joint marketing & channel plans; by month two map political power structures and influencers inside each target account; by month three present a board-ready territory plan and a clean 2025 pipeline that shows a clear path to quota.
• Conduct discovery that uncovers technical, financial, and political buying criteria; translate findings into tailored business cases that quantify ROI, reduce audit fatigue, and accelerate zero-trust initiatives—then secure executive sponsorship and budget approval.
• Leverage Salesforce, Clari, and HighSpot to maintain pristine pipeline hygiene: log every activity, forecast within 5 % accuracy, and deliver weekly deal-inspection reports to leadership; earn “First-Mate” and “Captain” enablement badges to demonstrate command of sales methodology and content.
• Collaborate with marketing to launch field events, webinars, and thought-leadership campaigns that generate net-new meetings and nurture dormant opportunities; co-author customer success stories that fuel reference programs and shorten future sales cycles.
• Negotiate complex, multi-year subscription agreements including tiered pricing, ramp schedules, and professional-services bundles while partnering with legal, deal-desk, and executive sponsors to protect margin and accelerate signature.
• Champion the customer journey post-sale: transition accounts to customer-success teams, monitor adoption KPIs, and proactively surface upsell/cross-sell motions that expand annual recurring revenue and protect against competitive churn.
• Maintain expert-level knowledge of the evolving identity-security landscape—zero-trust frameworks, SaaS sprawl, AI-driven threat detection, and regulatory mandates (SOX, HIPAA, GDPR)—and translate these trends into provocative insights that keep prospects engaged and CISOs leaning forward.
• Travel up to 50 % across Illinois and Wisconsin for on-site executive workshops, partner summits, and user-group events, while remaining equally effective leading virtual presentations and remote proof-of-concepts.

🎯 Requirements

• 5+ years of enterprise software sales experience with consistent quota attainment selling security, identity, or cloud-infrastructure solutions to Fortune-1000 accounts.
• Demonstrated ability to build and execute strategic territory plans, create 2–3× pipeline coverage, and manage complex sales cycles ($250K–$2M ARR) from discovery through close.
• Proven track record of positioning against Microsoft, Okta, or Saviynt and winning competitive deals by articulating differentiated value and ROI.
• Expert-level proficiency with Salesforce, Clari, MEDDPICC or similar qualification frameworks, and modern forecasting hygiene.
• Bachelor’s degree (IT, Business, or related) preferred; equivalent experience in cybersecurity or SaaS sales accepted.

🏖️ Benefits

• Competitive OTE with uncapped commission, accelerators above 100 % quota, and eligibility for SailPoint’s corporate bonus plan and equity participation.
• Comprehensive health and wellness coverage—medical, dental, vision—plus Health Savings Account with employer contribution.
• 401(k) Savings & Investment Plan featuring company matching, flexible vacation policy, eight paid holidays, and paid parental leave.
• Remote-first culture with annual travel budget, home-office stipend, and access to continuous enablement and career-development programs.

Skills & Technologies

Remote

Degree Required

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SailPoint Technologies Holdings, Inc.

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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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