This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description This role offers the opportunity to lead and scale a high-performing sales organization focused on retail and restaurant brands. As Sales Director, you will drive revenue growth across the mid-market segment, leading a team of Account Executives to deliver measurable results. You will act as a strategic partner, coaching your team on advanced sales methodologies, ensuring accurate forecasting, and directly participating in key deals. This position requires balancing hands-on sales leadership with strategic oversight, optimizing pipeline performance, and helping brands leverage insights for site selection, competitive benchmarking, and marketing optimization. You will thrive in a fast-paced, high-growth environment where data-driven decision-making and innovative approaches are essential. The role also offers the chance to shape team culture, foster professional development, and influence organizational sales strategy. - Lead, mentor, and scale a team of 6–8 Account Executives, fostering a culture of high performance, ownership, and continuous learning. - Own the revenue segment, managing the full sales cycle from pipeline generation to closing mid-market contracts. - Coach the team on advanced sales methodologies (e.g., MEDDICC) to improve deal strategy, qualification, and execution. - Actively participate in discovery calls, demos, and deal negotiations to maximize client ROI and drive adoption of solutions. - Collaborate with marketing and cross-functional leadership to refine mid-market sales playbooks and segment targeting. - Provide accurate forecasting and performance insights to senior leadership, leveraging data-driven signals. Qualifications - 8+ years of experience in B2B SaaS sales, with at least 3 years in sales management or leadership roles. - Deep understanding of the retail and restaurant industry, including scaling brands from 30 to 100 locations. - Expertise in sales process design, pipeline management, and advanced sales methodologies (MEDDICC mastery required). - Strong analytical skills to translate complex data into actionable business insights and compelling ROI cases. - Proven track record of leading teams to consistently exceed quotas and revenue targets. - Proficiency with Salesforce, Gong, or similar CRM and sales enablement tools. - Ability to thrive in a fast-paced, high-growth, and rapidly evolving environment. - Willingness to travel approximately 20% of the time for key conferences and industry events. Benefits - Competitive base salary ($130,000–$145,000 USD) with potential for sales-based commissions. - Comprehensive healthcare coverage including medical, dental, and vision plans. - 401(k) retirement plan and potential equity awards. - Fully remote work environment with flexibility to balance personal and professional priorities. - Opportunities for professional development and leadership growth. - Collaborative culture focused on innovation, high performance, and team success.

• An Outside Sales Representative who has: - The ability to follow sales processes. - The ability to work independently and be accountable for sales goals. - The confidence and ability to close sales daily, weekly, and monthly. - Confidence in creating, facilitating, and controlling the direction of conversations. - The ability to make spontaneous decisions, based on education and intuition. - The ability to network, and harvest meaningful customer relationships. - The will to continuously learn and be coached by those around you. - The intuition to understand the difference between persistence and pushiness. - Confidence when giving pitches in front of prospective clients. - Experience and comfortability with cold calling. - The diligence to properly document records and reports. - Present sales data to managers on a daily, weekly, and monthly basis.

• Ability to develop and execute strategic plans to grow revenue through AWS Enterprise teams • Ability to build and maintain strong relationships with AWS Enterprise sales teams, 10 meetings scheduled per week with AWS Enterprise segment • Identify new opportunities that align with our service offerings and growth strategy • Ability to educate AWS on Innovative Solutions' cloud and AI capabilities, with emphasis on our AWS competencies • Collaboration with internal teams to ensure successful delivery of AWS-sourced projects • Create and deliver compelling presentations and proposals to partners and their clients • Track and report on sales metrics, pipeline, and bookings • Consistency on daily salesforce hygiene updates • Ability to sell the value of Innovative to both AWS & potential customers • Experience in presenting and negotiating with the C-Suite within Mid-Market Enterprise organizations • Experience in working with mid-market Enterprise organizations $100 Million- $1 Billion in revenue (not Fortune 500) • Represent Innovative Solutions at industry events, AWS conferences, and networking opportunities • Stay current on AWS services, partner programs, and competitive landscape

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 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): $109,200 - $184,080.00Base 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.