Digital Sales Representative, Sailpoint
French Speaking
1-2 days a week in office
Identity governance & cloud identity management
Open for applications
Identity governance & cloud identity management
1001+ employees
Open for applications
1-2 days a week in office
1001+ employees
Company mission
To equip every enterprise to effortlessly manage and secure access to applications and data through the lens of identity – at any speed, at any scale.
Role
Who you are
- The ideal candidate is a dynamic individual with effective communication skills who is very organised, has a knack for persuasion, and has a deep understanding of digital sales techniques
- Fluent spoken and written French language skills
- Prior experience in selling a complex SaaS-based solution
What the job involves
- SailPoint is looking for a talented, enthusiastic, and motivated Digital Sales Representative who will be responsible for driving sales growth through proactive outreach, relationship building, and strategic sales tactics
- Using your experience in SaaS (Software as a Service) opportunity creation & sales, you will be responsible for delivering a positive customer experience using the SailPoint sales model while maximising revenue in target accounts
- In this role, you will be linked with a team of field sales counterparts (Outside Account Executive, SEs, Channel Partners, etc.) helping to penetrate new accounts and cross-sell into existing SailPoint accounts
- Our most successful DSRs achieve these milestones to achieve early productivity & success. Within the first month, your goals will include:
- Complete the Getting Started Checklist, including Pre/Post Revenue Onboarding Coursework, attend HR onboarding Sessions, Access Identity University, and complete role-specific suggested courses
- Familiarise yourself with the High-level Function Org. Chart, which provides a high-level understanding of our main 5 business functions and the teams that compose them
- Complete Challenger Sales Training
- Make use of all video collateral to augment onboarding training
- Learn the SailPoint pitch
- Meet the team – Digital Sales, your AE’s, Marketing, Channel, Sales Leadership. (Schedule intro meetings with key stakeholders as identified by your manager)
- Meet your buddy and set up Bi-weekly meetings & 1 to 1’s with your manager
- Listen in and shadow your first discovery call
- Ensure access to and familiarity with all tools in your digital tech stack
- Walk your manager through prospecting efforts with LinkedIn, 6Sense, TechTarget, and ZoomInfo. Demonstrate knowledge of how to uncover corporate insights and persona-based imperatives
- Demonstrate how to sequence prospects, both outbound and inbound, effectively action all leads within time-bound SLAs, and convert them to opportunities within Salesforce
- By the time you have been with SailPoint for 3 months, you will have:
- Completed Challenger Sales Training & Introduction to Commercial Insights
- Completed Revenue Onboarding
- Completed mock discovery call and refined SailPoint Pitch
- Commenced the development plan process by reviewing the “Building a Plan” Guru Card
- Created a development plan for yourself and reviewed it with your manager for alignment
- Continued to have periodic meetings with your buddy
- Shadowed 4 Discovery Calls
- Aligned and mapped your top 4 accounts
- Made your first 10 calls in Outreach
- Booked your first discovery call
- Created a minimum of one opportunity in Salesforce
- Delivered against Core KPIs as documented in the KPI Dashboard
- By the end of your first 6 months, along with the previous milestones you will have:
- Achieved funnel & pipeline targets and all critical activities managed through the KPI dashboard
- Closed a deal, as marked by DSR Closer, with support from AE (Account Executive)
- By the end of your first 12 months at SailPoint, along with the content in the previous milestones, you will have:
- Delivered against the yearly target for funnel and pipeline
- Maintained KPI results on track with targets
- Closed deals independently without the support of AE
Salary benchmarks
Our take
SailPoint is a leader in identity management, founded in 2005 to help businesses mitigate security risks. The company went public in 2017 and was acquired by Thoma Bravo in 2022.
SailPoint’s products harness AI and machine learning to automate and streamline identity management, appointing the appropriate access to different identities operating in a business. Its solutions have evolved alongside innovations in the space, and the company remains a top choice for enterprises worldwide.
To continue keeping pace with advancements in the market, SailPoint has acquired identity solutions startup SecZetta. With this move, SailPoint says it will be able to further help its clients consolidate their identities and organize their workforce data. The company also partnered with Simeio, a leading provider of Identity and Access Management services, to enhance both companies’ security capabilities and protection measures.
Kirsty
Company Specialist
Insights
Few candidates hear
back within 2 weeks
Company
Funding (last 2 of 5 rounds)
Dec 2014
$0.3m
EARLY VC
Nov 2010
$0.6m
GRANT
Total funding: $21.8m
Company benefits
- Health and wellness coverage: Medical, dental, and vision insurance
- Disability coverage: Short-term and long-term disability
- Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)
- Additional life coverage options: Supplemental life insurance for employees, spouses, and children
- Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
- Financial security: 4019k) Savings and Investment Plan with company matching
- Time off benefits: Flexible vacation policy
- Holidays: 8 paid holidays annually
- Sick leave
- Parental leave: Paid parental leave
- Employee Assistance Program (EAP) and Care Counselors
- Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
- Health Savings Account (HSA) with employer contribution
Company values
- Innovation: Our solutions deliver unique, compelling value to our customers and partners. In fact, we expect to have a significant, positive impact on the bottom line. We passionately strive to help our customers run their companies better and faster. Their success breeds our success
- Integrity: We understand what is expected of us and ensure that we have the resources to meet or beat that expectation. Because we empower our employees to do the right thing and place high value on open communications, every person who works in or with our company knows they can depend on us to do what we say we’ll do
- Impact: We believe effort should not be confused with progress. We ensure that every person in our company understands what success looks like and how to get there. People succeed here based on the delivery of measurable results. And we expect people on our team to deliver those great results with a great attitude
- Individuals: We believe that the single greatest asset of a software company is people. By treating everyone in our company as a person, not a number, we create a work environment that is responsive to needs both on and off the job. We take our business very seriously, but maintain a healthy sense of balance in our lives
Company HQ
Four Points Centre, Austin, TX
Articles
Founders
Mark McClain
(CEO)Operating Advisor at Elsewhere Partners. Previously and SVP of Software Marketing at Sun Microsystems and a VP of Worldwide Marketing at IBM Tivoli Software.
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