Strategic Sales Executive

SailPoint is hiring a Strategic Sales Executive to sell its Identity Governance and Administration (IGA) Solution Suite to organizations with more than $5 billion in revenue.

This is a strategic enterprise sales position focused primarily on SaaS solutions that sit at the center of enterprise security. The successful candidate will work with multinational accounts, engage senior-level and C-level decision makers, manage complex sales cycles, and negotiate high-value contracts.

The role is suited to an experienced sales professional with previous experience in SaaS, cybersecurity, or IAM/IGA. Sales Executives will use the Challenger sales methodology and work with approximately 10 target customers as part of their sales strategy.

The sales process may involve proof-of-concepts (POCs), business value assessments (BVAs), and requests for proposals (RFPs). The role also involves direct engagement with end users and collaboration with influential channel partners, including global system integrators such as Deloitte, PwC, EY, and KPMG.

About SailPoint

SailPoint is an identity security company focused on helping modern enterprises manage identity-related security and risk. The company describes its platform as an AI and machine learning-powered Identity Security platform designed to provide organizations with greater visibility and control over data access.

SailPoint provides a multi-tenant, microservices-based SaaS IGA solution and positions identity security as a central control point for enterprise risk management.

The company operates globally and states that its employees have voted it a “best places to work” organization for 10 years in a row.

What is the Strategic Sales Executive Role?

The Strategic Sales Executive role focuses on developing and closing enterprise-level opportunities for SailPoint’s IGA Solution Suite.

The position involves understanding each prospective customer’s business, industry, IT initiatives, and business needs. The Sales Executive then develops business value propositions for SailPoint’s solutions and works toward closing the opportunity.

Key aspects of the position include:

• Managing strategic multinational accounts.
• Building relationships with senior-level decision makers.
• Working with C-level stakeholders and key buyers.
• Developing account and opportunity strategies.
• Managing complex SaaS sales cycles.
• Working with end-user organizations and channel partners.
• Using business value propositions to communicate the value of SailPoint solutions.
• Maintaining accurate sales activity and pipeline information.

Key Responsibilities

1. Strategic Enterprise Sales

The Sales Executive will sell SailPoint’s IGA Solution Suite to large organizations, generally with revenues exceeding $5 billion.

Responsibilities include:

• Understanding prospective customers and their industries.
• Identifying relevant IT initiatives and business drivers.
• Developing compelling business value propositions.
• Navigating complex enterprise sales cycles.
• Negotiating high-value contracts.
• Building trusted relationships with senior decision makers and key buyers.

2. Account & Territory Management

The role requires a focused approach to approximately 10 target customers.

The Sales Executive will:

• Prioritize target accounts.
• Develop account plans for priority accounts.
• Create opportunity plans.
• Develop strategies for key accounts.
• Build relationship maps within Salesforce (SFDC).
• Maintain accurate pipeline information.
• Present territory and pipeline plans to Sales Management.

3. Customer & Partner Engagement

SailPoint’s sales model includes direct engagement with end users as well as collaboration with channel partners.

The position involves:

• Developing relationships with customer stakeholders.
• Building stakeholder maps for key partners and influencers.
• Working with global system integrators and other influential channel partners.
• Establishing an operating cadence with virtual teams.
• Maintaining strong engagement with priority accounts.

4. Sales Pipeline & Forecasting

The Sales Executive will be responsible for maintaining a healthy and accurate sales pipeline.

Key activities include:

• Sorting accounts according to sales priority.
• Cleaning and maintaining the pipeline.
• Assigning dollar amounts to priority accounts.
• Tracking opportunities through different sales stages.
• Presenting forecasts for self-generated opportunities.
• Communicating the expected path and timing toward the first sale.
• Maintaining regular and accurate Salesforce activity updates.

90-Day & Six-Month Success Path

SailPoint provides a structured onboarding and development path for the role.

First Month

During the first month, the Sales Executive is expected to:

• Establish an internal network and lead interlock meetings.
• Set a weekly 1:1 cadence with the manager.
• Work with an assigned buddy.
• Understand financial terms and how financial success is measured at SailPoint.
• Become familiar with SailPoint’s technical terms and acronyms.
• Understand departmental and team objectives.
• Achieve the “Bosun” enablement badge.

Second Month

By the end of the second month, milestones include:

• Prioritizing TAM accounts and cleaning the pipeline.
• Assigning dollar amounts to “A” accounts.
• Making introductions with “A” accounts.
• Developing and presenting a territory plan.
• Creating stakeholder maps for key partners.
• Presenting a pipeline growth plan.
• Demonstrating Salesforce hygiene.
• Completing the Crew Member Value Proposition Tool and discussing it with the manager.

Third Month

By the end of the third month, the Sales Executive should have:

• Established an operating cadence with the virtual team.
• Developed strategies for “A” accounts.
• Presented those strategies to Management for approval.
• Established customer awareness within “A” accounts.
• Completed relationship maps in Salesforce.
• Achieved the “1st Mate” enablement badge.

Fourth Month

By the end of the fourth month, the role includes:

• Creating account plans for all “A” accounts.
• Creating opportunity plans for all “A” accounts.
• Presenting forecasts for self-generated opportunities.
• Showing progress through sales stages for inbound or inherited opportunities.
• Achieving the “Sailing Master” enablement badge.

Six-Month Milestones

After six successful months, the Sales Executive is expected to:

• Establish strong correlation between engagement rate and all “A” accounts.
• Establish strong correlation between pitch rate and all “A” accounts.
• Complete the “Quarter Master” enablement badge.
• Complete the “Captain” enablement badge, including stand and deliver.

Education

A Bachelor’s degree or global equivalent in an IT, business, or sales-related field is preferred but not required.

Travel Requirements

Business travel of approximately 50% per year is expected for this position.

Location & Work Mode

The role is listed as Remote (India) and the provided job information specifies that the position will be based in Delhi.

Who Can Apply?

This opportunity is intended for experienced sales professionals who have a background in areas such as:

• SaaS sales
• Cybersecurity sales
• Identity and Access Management
• Identity Governance and Administration
• Enterprise technology sales
• Strategic account management

Candidates should be comfortable working with multinational organizations, senior decision makers, complex sales processes, and channel partners.

Equal Opportunity

SailPoint states that it is an equal opportunity employer and welcomes qualified candidates. The company states that applicants will receive consideration 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.

How to Apply

Interested candidates can apply directly by clicking the “Apply Now” button below. The button will take you to SailPoint’s official application page, where you can submit your application for Strategic Sales Executive (Job Requisition R014015).

Frequently Asked Questions

1. What is the job title?

The position is for a Strategic Sales Executive at SailPoint.

2. Is this a full-time position?

Yes. The position is listed as full-time.

3. Where is the role based?

The listing states Remote (India) and specifies Delhi as the location for the role.

4. What type of organizations will the Sales Executive target?

The role focuses on organizations with $5 billion or more in revenue.

5. What type of products will the candidate sell?

The Sales Executive will sell SailPoint’s Identity Governance and Administration (IGA) Solution Suite, primarily as a SaaS offering.

6. What background is relevant for this position?

Previous experience in SaaS, cybersecurity, or IAM/IGA is relevant to the role.

7. Is a bachelor’s degree mandatory?

No. A bachelor’s degree or global equivalent in IT, business, or sales is preferred but not required.

8. How much travel is expected?

Approximately 50% business travel per year is expected.

9. What sales methodology does SailPoint use for this role?

The job description specifies the Challenger sales methodology.

10. When is the application deadline?

The listed application end date is October 21, 2026.