Digital Sales Representative - Iberia

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.

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 maximizing 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.

The ideal candidate is a dynamic individual with effective communication skills, very well organized, a knack for persuasion, and a deep understanding of digital sales techniques.

You’ll also need to be a fluent Spanish speaker and any Portuguese will be an added bonus.

Note - This is a hybrid role with up to 3 days per week in the office and 2/3 days remote.

The Path to Success

Our most successful DSR’s achieve these milestones to achieve early productivity & success.

Within the first month your goals will include:

Complete Getting started Checklist, including Pre/Post Revenue Onboarding Coursework, attending HR onboarding Sessions, Access Identity University, and complete role specific suggested courses.

Familiarize yourself with the High-level Function Org Chart; 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, ZoomInfo.

Demonstrate knowledge in 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 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 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 KPI’s as documented in 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 yearly target for funnel and pipeline.

Maintained KPI results on track with targets.

Closed deals independently without support of AE.

Education requirements:

Bachelors degree or equivalent work experience

SailPoint is an equal opportunity employer and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability. We evaluate applicants using job-related, objective, and non-discriminatory criteria. Our job titles, job descriptions, and recruitment processes are intended to be gender-neutral and to support equal pay for equal work or work of equal value.

As a part of the total compensation package, this role may be eligible for participation in one of our performance-based cash compensation programs - the SailPoint Corporate Bonus Plan or a role-specific commission plan, along with potential eligibility for equity participation.

SailPoint maintains salary ranges for its roles to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect SailPoint’s differing products, industries, and lines of business.

The base salary for this role will be in this range from (min-max, LOCAL CURRENCY): €24,220 - €36,654.80.

• Additional offerings include a variety of benefits, including health, retirement, EAP, leave support, paid time off, and company-paid holidays.

The specific programs and options available to an employee may vary depending on location, date of hire, schedule type, and the applicability of collective bargaining agreements or local statutory requirements. Details of participation in these benefit plans will be provided if an employee receives an offer of employment.

SailPoint (Nasdaq: SAIL) is defining the new era of adaptive identity security. In a world where non-human identities now significantly outnumber humans, our AI-powered platform unifies identity, security, and data intelligence to protect today’s enterprise from advanced identity-based threats. We deliver the identity solution that spans both the breadth of identities and the depth of context needed to drive real-time access with confidence. Built on principles like zero-standing privilege and contextualized risk, our SailPoint platform transforms identity from a point of vulnerability into a powerful security advantage.

Trusted by many of the world's leading organizations, SailPoint secures the enterprise with intelligent, autonomous identity security.

The employment policy of SailPoint is to provide equal opportunity to all persons, and it is SailPoint’s policy to take affirmative action to employ and advance in employment protected veterans and individuals with disabilities. It is SailPoint’s policy to recruit, hire, train and promote qualified individuals in all job titles, and ensure that all other personnel actions are administered without regard to race, color, religion, national origin, sex, military and/or veteran status, disability, or other legally protected status, and we will ensure that all employment decisions are based only on valid job requirements.

SailPoint does not discriminate on the basis of national origin or citizenship status as provided under the Immigration Reform and Control Act of 1986.

Employees and applicants shall not be subjected to harassment, intimidation, threats, coercion, or discrimination because they have engaged in or may engage in any of the following activities: Filing a complaint; Assisting or participating in an investigation, compliance evaluation, hearing, or any other activity related to the administration of the affirmative action provisions of Section 503, VEVRAA, or any other Federal, State or local law requiring equal opportunity for individuals with disabilities or protected veterans; Opposing any act or practice made unlawful by Section 503, VEVRAA, or their implementing regulations in this part, or any other Federal, State or local law requiring equal opportunity for individuals with disabilities or protected veterans; or Exercising any other right protected by section 503, VEVRAA or their implementing regulations.

SailPoint will also provide reasonable accommodation to known physical or mental limitations of an otherwise qualified employee or applicant for employment, unless the accommodation would impose undue hardship on the operation of our business.

SailPoint’s affirmative action program contains an audit and reporting system which enables us to measure the effectiveness of our program, indicate any need for remedial action, determine the degree to which our objectives have been attained, determine whether protected veterans and individuals with disabilities had had the opportunity to participate in company-sponsored activities, measure our compliance with the program’s specific obligations, and document actions taken to comply with these obligations.