Digital Sales Representative

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. The role involves delivering a positive customer experience while maximizing revenue in target accounts and collaborating with a team of field sales counterparts.

Responsibilities

• Driving sales growth through proactive outreach, relationship building, and strategic sales tactics
• Delivering a positive customer experience using the SailPoint sales model while maximizing revenue in target accounts
• Linking with a team of field sales counterparts (Outside Account Executive, SEs, Channel Partners, etc.) to penetrate new accounts and cross-sell into existing SailPoint accounts
• Completing Getting started Checklist, including Pre/Post Revenue Onboarding Coursework, attending HR onboarding Sessions, Access Identity University, and completing role specific suggested courses
• Familiarizing yourself with the High-level Function Org Chart; a high-level understanding of our main 5 business functions and the teams that compose them
• Making use of all video collateral to augment onboarding training
• Learning the SailPoint pitch
• Meeting the team – Digital Sales, your AE’s, Marketing, Channel, Sales Leadership
• Meeting your buddy and setting up Bi-weekly meetings & 1 to 1’s with your manager
• Listening in and shadowing your first discovery call
• Ensuring access to and familiarity with all tools in your digital tech stack
• Walking your manager through prospecting efforts with LinkedIn, 6Sense, Outreach, ZoomInfo
• Demonstrating knowledge in how to uncover corporate insights and persona-based imperatives
• Demonstrating how to sequence prospects, both outbound and inbound, effectively action all leads within time bound SLAs, and convert to opportunities within Salesforce
• Completing Revenue Onboarding
• Completing mock discovery call and refining SailPoint Pitch
• Creating a development plan for yourself and reviewing with your manager for alignment
• Continuing to have periodic meetings with your buddy
• Shadowing 4 Discovery Calls
• Aligning and mapping your top 4 accounts
• Making your first 10 calls in Outreach
• Booking your first discovery call
• Creating a minimum of one opportunity in Salesforce
• Delivering against Core KPI’s as documented in KPI Dashboard
• Achieving funnel & pipeline targets and all critical activities managed through the KPI dashboard
• Closing a deal, as marked by DSR Closer, with support from AE (Account Executive)
• Delivering against yearly target for funnel and pipeline
• Maintaining KPI results on track with targets
• Closing deals independently without support of AE

Skills

• A minimum of 1 full year of experience in a Sales Development Representative (SDR), Business Development Representative (BDR), or Inside Sales Representative (ISR) role, specifically within the software industry
• Currently active in an SDR/BDR/ISR role at a software company
• Reside in the Austin, TX area and be available for a hybrid work schedule, including in-office collaboration on Tuesdays and Thursdays
• A bachelor's degree is strongly preferred

Company Overview