Digital Sales Representative at SailPoint

This is a mid-level closing role designed for ambitious sales professionals looking to bridge the gap between inside sales (ISR/SDR) and full-cycle Account Exec

Work type: remote

Location: Headquarters (Austin, Texas, USA) | Remote (Washington, D.C., USA)

Salary: $120,000/yr

Type: Full-time

Summary

This is a mid-level closing role designed for ambitious sales professionals looking to bridge the gap between inside sales (ISR/SDR) and full-cycle Account Executive positions. The ideal candidate has experience in enterprise software sales and a proven track record of managing outreach while successfully closing smaller deals. The position offers a highly competitive OTE of $120,000 with an uncapped commission structure, providing significant upside for high performers. While the role is remote-friendly, you must reside in specific hubs: Austin, Chicago, California, or D.C. A major standout is the structured "Path to Success" roadmap, which outlines clear milestones for your first year, including a transition to independent closing. **You might be a good fit if you...** * Have current experience in Enterprise SaaS sales as an Inside Sales Representative. * Are comfortable with a hybrid "closer" model that involves both pipeline generation and deal ownership. * Reside in or near Austin, Chicago, California, or Washington, D.C. * Are proficient with a modern sales tech stack, including Salesforce, LinkedIn, Outreach, and ZoomInfo.

Job Description

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.

This is a closing role that combines pipeline generation with ownership of smaller deals. Ideal for candidates looking to transition from inside sales into full-cycle Account Executive positions.

(OTE): $120,000 annually (Base Salary: $84,000/Uncapped Commission: $36,000)

Qualifications

Must be currently working as an SDR/BDR/ISR at a Software company

Proven ability to close small software deals successfully

Must reside in Austin, Chicago, California, or Washington, D.C.

Bachelor’s degree strongly preferred

Key Responsibilities

Proactively identify and engage prospects to drive pipeline growth

Build and nurture relationships with decision-makers across target accounts

Execute strategic sales tactics to maximize revenue and customer satisfaction

Partner with field sales teams to support account penetration and cross-sell initiatives

Represent SailPoint’s value proposition with clarity, confidence, and enthusiasm

The Path to SuccessOur 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.

Base salaries for employees based in other locations are competitive for the employee’s home location.

Benefits Overview

1. Health and wellness coverage: Medical, dental, and vision insurance

2. Disability coverage: Short-term and long-term disability

3. Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)

4. Additional life coverage options: Supplemental life insurance for employees, spouses, and children

5. Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account

6. Financial security: 401(k) Savings and Investment Plan with company matching

7. Time off benefits: Flexible vacation policy

8. Holidays: 8 paid holidays annually

9. Sick leave

10. Parental support: Paid parental leave

11. Employee Assistance Program (EAP) and Care Counselors

12. Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options

13. Health Savings Account (HSA) with employer contribution

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