SailPoint is the leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half of the ASX 50. This customer strength provides us with a great community of customers, partners and analysts who trust SailPoint and our team to solve complex challenges. SailPoint continues to grow globally and expanding our global presence creates opportunities for top salespeople to become a part of our awesome culture. We are recognized by analysts such as Gartner, Forester and Kuppinger Cole as the leader in the market and we continue to push ourselves to define the market rather than follow what the analysts or competitors are marketing. Organizations struggle to understand who has access to what applications and data, and we help them answer these key questions. Identity security is the central control point for risk management for the enterprise. We are proud of our team and the culture we have built which has led to our employees voting us “best places to work” – 15 years in a row. The role: We are seeking an Enterprise Account Executive, to sell our Identity Security Solution to customers in Southern California To excel, the position requires an account executive: - Who is a skilled communicator in first engagements and discovery calls analyzing the prospects needs to qualify an opportunity. - Who will be highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt. - Who will provide a superior customer experience from the first discovery call and leverage their skills in competitively positioning our solutions and a broader value proposition including partner services. - Who can lead a virtual team of partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success to deliver sales wins and customer success. - Who does not operate independently, instead sells as a team. - Who can act as the quarterback; take initiative and prep the team on what is needed from them prior to calls. - Who can make good decisions about who should engage and when and make people accountable for following through. - Who can create a territory or opportunity plan, which includes the steps you believe are required to get from discovery to the next steps in the sales cycle. - Who will work closely with the leadership team to refine your ideas and make your sales strategy as effective as possible. Responsibilities: - Exceed revenue quota goals on a quarterly and yearly basis. - Effectively address each customer’s and partner’s unique inquiries by providing accurate information and tailored solutions that align with their specific needs and interests. - Develop business plans, which align to your assigned territory. - Strategically engage with customers and business partners to maintain a high level of customer service that aligns with SailPoint’s core values. - Collaborate with marketing to develop and execute marketing plans through/with partners and end users. - Pursue all leads supplied and ensure internal systems are updated. - Lead the appropriate technical resources to demonstrate SailPoint's advantages to the customer. - Follow-up with customers and partner with post-sale team to ensure consistent and ongoing coverage of account, including new sales opportunities. - Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process. - Fosters a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors. - Understand and communicate all product and technological strategies employed by competitive and complimentary organizations in the SailPoint market space. - Effectively initiate, navigate, and manage discussions across all levels of a customer’s organization, from business stakeholders to technical decision-makers. - Utilize all channel management and reporting tools, including accurate forecasting and Salesforce hygiene. The path to success: 1-month milestones: - Establish plan for existing customers clearly identifying opportunities for uplift over coming years and understanding account potential. - Segment account list into your top 20 focused accounts & the Top 3 Big Bet accounts within this list. - Meet with old account managers to capture any history. - Meet with partners of existing accounts to understand their position and services offered. - Work with Marketing Manager on marketing plan. - Work with Channel Manager on channel plan. 2-month milestones: - Create a stakeholder map for key partners that are influencers in your Top 20 accounts and devise your approach to connect with them. - Demonstrate Salesforce hygiene with regular, accurate activity and updates. - Met weekly with sales management to keep Salesforce and Clari up to date. 3-month milestones: - Complete territory plan and present to Sales Management: - Existing account overview and account potential - Prioritized accounts with account potential - Clean pipeline of potential 2025 opportunities to establish gap to target - Marketing and channel engagement plans to close the Gap to target - Customer references / case studies planned - Pipeline growth plan - Meet with all existing customers and identify opportunities to extend the value they are receiving from SailPoint. - Lead an operating cadence with virtual team - Achieve “1st Mate” enablement badge. 4-month milestones: - Create account plans for key accounts. - Create opportunity plans for key opportunities. - Present forecast for self-generated opportunity & expected time to 1st sale. - Develop strategies to approach Top 20 accounts - present to management. - Relationship maps in Salesforce are completed - customers from Top 20 accounts know who you are. - Showing progress through sales stages for any inbound/inherited opportunities (sales cycle 5-40). - Present SailPoint value proposition in front of manager via either: customer / prospect or internally. 6-month milestones: - Built a Pipeline of 2 to 3 times target comprising. - Existing customer pipeline - Progress existing pipeline - New Pipeline - Refine “go to market” for this market segment highlighting key messaging when competing with Microsoft and Okta, benefits of working with partner, pricing challenges, etc. - Complete your Captains badge on HighSpot. Education: Preferred but not required: Bachelor's degree or global equivalent in an IT, business or sales related field. Travel: Business travel of approximately 50 percent yearly is expected for this position.   SailPoint is an equal opportunity employer, and we welcome everyone to our team.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status. Benefits and Compensation listed vary based on the location of your employment and the nature of your employment with SailPoint. As a part of the total compensation package, this role may be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission, along with potential eligibility for equity participation. SailPoint maintains broad salary ranges for its roles to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect SailPoint’s differing products, industries, and lines of business. Candidates are typically placed into the range based on the preceding factors as well as internal peer equity. We estimate the base salary, for US-based employees, will be in this range from (min-mid-max, USD): $111,350 - $187,738.00Base 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 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.

• Engage in daily personal development, mindset, and leadership training to continuously enhance your capabilities. • Implement strategic ad placements across various social media platforms to generate qualified inquiries (full training and support provided). • Master a scripted discovery process to guide applicants, assess eligibility, and ensure alignment with our high-quality clientele. • Leverage cutting-edge AI technologies to attract high-intent inquiries and optimise your outreach. • Actively participate in daily live training calls to sharpen your skills, gain new insights, and contribute to our vibrant global team environment. • Contribute to the success of a 20-year established brand known for its in-demand personal development and leadership products.

• Develop and lead strategy, partnerships and teams supporting Cytiva's largest global accounts • Create and lead executive interactions, collaborations, and negotiations • Develop lasting and impactful relationships at the C-suite level • Resolve complex business problems by coordinating company-wide resources • Negotiate within a multi-cultural context

Since we opened our doors in 2009, the world of commerce has evolved immensely, and so has Square. After enabling anyone to take payments and never miss a sale, we saw sellers stymied by disparate, outmoded products and tools that wouldn't work together. So we expanded into software and started building integrated, omnichannel solutions - to help sellers sell online, manage inventory, offer buy now, pay later functionality, book appointments, engage loyal buyers, and hire and pay staff. Across it all, we've embedded financial services tools at the point of sale, so merchants can access a business loan and manage their cash flow in one place. Afterpay furthers our goal to provide omnichannel tools that unlock meaningful value and growth, enabling sellers to capture the next generation shopper, increase order sizes, and compete at a larger scale. Today, we are a partner to sellers of all sizes - large, enterprise-scale businesses with complex operations, sellers just starting, as well as merchants who began selling with Square and have grown larger over time. As our sellers grow, so do our solutions. There is a massive opportunity in front of us. We're building a significant, meaningful, and lasting business, and we are helping sellers worldwide do the same. The Role Square is looking for a tenured Account Executive with a strong new logo sales background and self-starter disposition to join our Outbound Sales Team. This role works with restaurant owners specifically, emphasis on Small/Mid-sized businesses. You will create your own outbound strategy while working with the Business Development team to build a book of business. You will be expected to source leads, cold call and email them to generate interest and close deals selling our Square ecosystem to prospective merchants. This role requires excellent communication skills, diligence, and a strong ability to build rapport with prospects to negotiate and close complex deals. You Will - Understand the business and technology needs of a merchant to execute a sales motion using a consultative approach - Conduct prospecting, discovery calls, demos and develop a solution with first and third party offerings that best meets the prospect's needs - As needed, go into the field to build strong relationships and increase win rates - Deliver a predictable, repeatable and scalable outbound sales process to fill your pipeline and close deals (prospecting activities include:, cold calling, cold emailing, social selling, etc.) - Partner with our Business Development Team to convert and close cold, outbound leads - Lead the charge introducing Square to all merchants in the restaurant vertical - Oversee the sales cycle from prospect to close and partner with other teams to ensure successful onboarding - Achieve and exceed monthly sales goals and key performance indicators (KPIs) through proactive outbound sales efforts - Partner with Product and Marketing teams to ensure our solutions meet the needs of the market - Use your prior sales experience to inform a creative go-to-market strategy - Utilize Salesforce to track, monitor, and report on sales activities, pipeline status, and outcomes You Have - 3+ years of sales experience in a full cycle closing role - A BA/BS degree or relevant experience - Demonstrated exceeding sales targets, selling a diverse ecosystem of products, and closing complex deals - The ability to drive deals independently in a fast-paced, dynamic environment - Business development experience (e.g. new logo sourcing and acquisition) - A collaborative and team player mentality - Prior Salesforce experience or equivalent Pay Transparency Block takes a market-based approach to pay, and pay may vary depending on your location. U.S. locations are categorized into one of four zones based on a cost of labor index for that geographic area. The successful candidate's starting pay will be determined based on job-related skills, experience, qualifications, work location, and market conditions. These ranges may be modified in the future. To find a location's zone designation, please refer to this resource . If a location of interest is not listed, please speak with a recruiter for additional information. Zone A: ($156,200 - $234,200) Zone B: ($145,200 - $217,800) Zone C: ($137,400 - $206,200) Zone D: ($129,600 - $194,400) Amounts listed above include target variable compensation. We're working to build a more inclusive economy where our customers have equal access to opportunity, and we strive to live by these same values in building our workplace. Block is an equal opportunity employer evaluating all employees and job applicants without regard to identity or any legally protected class. We will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and "fair chance" ordinances. We believe in being fair, and are committed to an inclusive interview experience, including providing reasonable accommodations to disabled applicants throughout the recruitment process. We encourage applicants to share any needed accommodations with their recruiter, who will treat these requests as confidentially as possible. Want to learn more about what we're doing to build a workplace that is fair and square? Check out our I+D page . Application Guidelines Candidates may submit up to 9 active applications within a 60-day period. Reapplications to the same role are accepted 90 days after a previous application has been reviewed. Use of AI in Our Hiring Process We may use automated AI tools to evaluate job applications for efficiency and consistency. These tools comply with local regulations, including bias audits, and we handle all personal data in accordance with state and local privacy laws. Contact us here with hiring practice or data usage questions. Every benefit we offer is designed with one goal: empowering you to do the best work of your career while building the life you want. Remote work, medical insurance, flexible time off, retirement savings plans, and modern family planning are just some of our offering. Check out our other benefits at Block. Block, Inc. (NYSE: XYZ) builds technology to increase access to the global economy. Each of our brands unlocks different aspects of the economy for more people. Square makes commerce and financial services accessible to sellers. Cash App is the easy way to spend, send, and store money. Afterpay is transforming the way customers manage their spending over time. TIDAL is a music platform that empowers artists to thrive as entrepreneurs. Bitkey is a simple self-custody wallet built for bitcoin. Proto is a suite of bitcoin mining products and services. Together, we're helping build a financial system that is open to everyone.