Digital Sales Representative

About the role

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 and sales, you will deliver a positive customer experience using the SailPoint sales model while maximizing revenue in target accounts. In this role, you will act as a full-cycle hunter and closer for designated segments linking directly with a team of field sales counterparts (Account Executives, SEs, Channel Partners, etc.) to help penetrate new accounts and expand existing SailPoint footprints. The ideal candidate is a dynamic individual with effective communication skills, high organizational capabilities, a knack for persuasion, and a deep understanding of digital sales techniques.

Responsibilities

• Pipeline Growth : Maintain and build a robust pipeline of inbound and outbound opportunities, consistently converting leads into pipeline stage.
• Drive New Logos : Take ownership of the sales cycle for designated sub Cross-Sell & Upsell : Work with AE and cross-functional teams to strategically map existing accounts to identify, champion, and independently close cross-sell and upsell opportunities, maximizing customer lifetime value.
• The Path to Success
• Our most successful DSRs hit these milestones to achieve early productivity and long-term success.
• Within your first month, your goals will include:
• Complete the Getting Started Checklist, including Pre/Post Revenue Onboarding Coursework, HR onboarding Sessions, Access Identity University, and role-specific suggested courses.
• Familiarize yourself with the High-level Function Org Chart to understand our main 5 business functions and their teams.
• Complete Challenger Sales Training.
• Make use of all video collateral to augment onboarding training.
• Learn the SailPoint pitch.
• Meet the team - Digital Sales, your AEs, Marketing, Channel, and Sales Leadership. (Schedule intro meetings with key stakeholders as identified by your manager).
• Meet your buddy and set up bi-weekly meetings and 1-to-1s 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 a mock discovery call and refined the 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 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, you will have:
• Achieved funnel & pipeline targets, managing all critical activities through the KPI dashboard.
• Closed your first deal (whether a new logo or an upsell/cross-sell), as marked by DSR Closer, with support from an Account Executive.
• By the end of your first 12 months at SailPoint, you will have:
• Delivered against your yearly target for funnel and pipeline.
• Maintained KPI results on track with targets.
• Consistently closed deals independently without the support of an AE, successfully driving both new logo acquisitions and cross-sell/upsell revenue across your territory.

Requirements

• Education : Bachelor's degree (preferred, not required) or equivalent work experience.
• Excited? We can't wait to hear from you! Apply to join the #SailPointCrew!
• Digital Sales Representative (DSR)
• Are You Ready to

Additional Information

(Korean follows English) Are You Ready to Make an Impact in Identity? We hire the best to work with the best. Every SailPoint Crew Member embodies four characteristics: Wicked Smart: Our people are the best and the brightest in our field and are always looking to grow and learn more. Determined: With the right training and resources, our people drive their own projects, without micromanagement. Communicative : Knowing what is going on in the company and in the industry requires two-way communication - both from our employees and from our leadership. Collaborative : We're all on the same crew, and we like working both on our own and with each other - in the office, at community events, or brainstorming over happy hour.

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