SailPoint
SaaS
DigitalSalesRepresentative
“Digital Sales Representative at SailPoint. Skills: Digital Sales, SaaS Sales, Relationship Selling, Communication Skills. Drive sales growth. Proactive outreach”
What You'll Achieve.
Achieve early productivity & success; Maximize revenue in target accounts; Action all leads within time bound SLAs; Convert to opportunities within Salesforce; Booked your first discovery call; Created a minimum of one opportunity in Salesforce; Delivered against Core KPI’s; Achieved funnel & pipeline targets; Closed a deal; Delivered against yearly target for funnel and pipeline; Maintained KPI results on track with targets; Closed deals independently
Industry & Context.
Uncover corporate insights; Persona-based imperatives
What They're Looking For.
Must Have
2+ year of successful experience in telemarketing, preferably in technology, Effective communication skills, Very well organized, Knack for persuasion, Deep understanding of digital sales techniques, Relationship selling skills, Ability to manage sales calls at varying levels of customer accounts, Exceptional communication skills, both oral and written, Excellent listening skills, Positive and energetic phone presence
Nice to Have
Familiarize yourself with the High-level Function Org, Complete Challenger Sales Training, Make use of all video collateral, Learn the SailPoint pitch, Meet the team, Meet your buddy, 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, Convert to opportunities within Salesforce, 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, 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), Delivered against yearly target for funnel and pipeline, Maintained KPI results on track with targets, Closed deals independently without support of AE
What You'll Do.
Relationship building
Strategic sales tactics
Deliver positive customer experience
Maximize revenue in target accounts
Penetrate new accounts
Cross-sell into existing accounts
Process inbound inquiries
Identify qualified leads and opportunities
How You'll Work.
Team & Collaboration
Linked with a team of field sales counterparts; Work with product team; Work with each other; Work with AE's; Work with Marketing; Work with Channel; Work with Sales Leadership; Intro meetings with key stakeholders; Meet your buddy; 1 to 1’s with your manager; Shadow discovery calls; Meet the team
Communication Scope
Effective communication skills; Communicative; Two-way communication; Effective communication skills; Excellent listening skills; Positive and energetic phone presence
Process & Methodology
Drive their own projects, Development plan process, Created a development plan
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