Digital Sales Representative
At a glance
Mid-level Account Executive role at SailPoint. Headquarters (Austin, Texas, USA) · full-time.
In listing
Growth Roles summary, based on the employer's posting.
What you'll do
- Engage prospective customers, create relationships, and generate new opportunities through SailPoint’s sales approach
- Work with Outside Account Executives, Sales Engineers, and Channel Partners to win new logos and grow existing accounts
- Use LinkedIn, 6Sense, Outreach, and ZoomInfo to prospect, sequence leads, and uncover persona-specific business needs
- Move qualified leads into Salesforce opportunities while meeting time-bound response expectations and funnel targets
- Develop from supported deal closing to independently managing complete sales cycles within your first year
What you bring
- You currently work as an SDR or BDR for a software company
- You live in Austin and can work in the office on Tuesdays and Thursdays
- A bachelor’s degree is strongly preferred
Who this fits
This role suits a software-company SDR or BDR ready to build closing experience with coaching and enablement. You’ll work in a hybrid Austin schedule, with office days on Tuesdays and Thursdays. The position starts with AE-supported closing and progresses toward independent deal ownership.
From the employer
SailPoint is the leading AI-driven security platform, providing autonomous governance built for the modern enterprise. By leveraging AI and machine learning, SailPoint simplifies and automates identity security—delivering the right access to the right resources at the right time, at the scale our enterprise customers demand.
We take pride in our award-winning culture, recognized by our employees as a "Best Place to Work" for 15 consecutive years.
We are seeking a driven and proactive Digital Sales Representative to accelerate pipeline and revenue growth. In this role, you will leverage your SaaS sales experience to engage prospective customers, build strong relationships, and drive new opportunities using the SailPoint sales model.
You will collaborate closely with field teams—including Outside Account Executives, Sales Engineers, and Channel Partners—to acquire new logos and expand existing accounts. If you are early in your closing career, we provide the mentorship and enablement to help you develop closing skills and manage end-to-end deal cycles by the end of your first year.
Qualifications:
Must currently be working as an SDR/BDR at a Software Company
Must live in Austin and be able to work a hybrid schedule (Tues and Thurs in office)
Bachelor's degree is strongly preferred.
OTE: $90,000 ($63,000 base/ $27,000 uncapped commission)
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.
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, Outreach, 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 Revenue Onboarding.
Completed mock discovery call and refined SailPoint Pitch.
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.
SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law.
Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact applicationassistance@sailpoint.com or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations. NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.
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