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): $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.

Job Description HiBob helps modern, mid-size businesses transform the way they manage people, giving HR and managers all they need to connect, engage, develop, and retain top talent. Since 2015, we've achieved consecutive triple-digit year-over-year growth, all backed by our amazing team of Bobbers from across the globe, making us the choice HRIS of over 3500 midsize and multinational companies. Our HR platform is intuitive, data-driven, and built for the way people work today: globally, remotely, and collaboratively. Fast-growing companies across the globe such as Monzo, Fiverr, and VaynerMedia rely upon Bob to help them create the best work experiences for their people. Come and be you with us Being a Bobber is all about being you. We want you to bring all parts of yourself to work, giving you the freedom and confidence to be the best you and do your best work. If that's bubbly, shy, precise, funny, bold, kind, honest, brilliant, or anything in between, we're waiting with open arms. Come join us. **Note: We will only consider candidates located in the New York Metro Area who are able to work in our NYC office 3 days a week. We love collaborating and connecting with our team members in-person, and we hope you will too!** Base salary for this role ranges from $70,000 - $85,000 per year. Additionally this role has a 50/50 variable component. Job Requirements Working cross-functionally, our AEs attract and sign exciting new companies to drive the growth of HiBob. They manage the whole sales cycle, from prospecting through to closing. Our small business segment covers companies of 10-250 employees. - 1+ years of closing experience within a SaaS company - Experience closing deals valued at $25,000+ within organizations of 100+ employees - Ability to prospect and generate 40-50% of your pipeline - Proven experience of accurately forecasting and hitting revenue targets - Desire to work in a fast-paced startup environment - Strong work ethic, integrity and desire to succeed - Adaptability to new initiatives - Ability to work remotely and autonomously Nice to Have: - Experience with HR-tech - Fluent in English and Spanish (verbal and written) Job Responsibilities What you'll do: - Prospect, initiate and nurture business relationships to generate new business opportunities - Prepare and present product demonstrations - Perform outbound activities to build revenue pipeline - Target key decision-makers, determine buying readiness and timelines - Capture and manage information/data/metrics in our Salesforce CRM system - Attend trade shows, events, and conferences - Network with Market influencers, Consultants, and Partners Benefits HiBob is a village filled with amazing people and we're especially proud of that. It's a place where Bobbers can be themselves. We're about fun, dreams, hopes and ambition, just as much as we are about precision, growth, and top performance. Becoming a Bobber means you'll receive competitive compensation, benefits, and pre-IPO equity alongside all of this: - Stock options at a high-growth unicorn startup - 100% subsidized medical, dental, and vision coverage for employees - 401(k) with a 3% company match starting from Day 1 - Hybrid working model for bobbers in the NY metro area - Work from home allowance to get your home office set up! - Temporary remote work-from-anywhere in the world for up to 2 months after 6 months of employment - Annual Headspace subscription and wellness benefits - Two social impact days per year for volunteering - Bob balance days - 4 additional days within a calendar year - Enjoy a company-wide long weekend at the beginning of each quarter - Employee referral program - $2,500 bonus for each successful referral with an additional ambassador bonus - Fun and frequent social events (in-person and virtual) - We love birthdays - take the day off and receive a special gift - Dog-friendly office If this sounds like something you've been looking for, we'd love to have you. Come on, join our village!

ABOUT WORKSTAND: Workstand provides commerce software, marketing services, and data solutions to help independent bicycle retailers and suppliers achieve profitable growth. Workstand isn’t your typical software company or your typical bike industry company. We are a privately owned small business serving an important niche, striving for mutual success and sustainability for every retailer and supplier in the cycling industry. Workstand has been voted one of Outside Magazine's Best Places to Work for six years. We offer fully remote work with an engaging culture, compelling work, and strategic clarity. All clients are in the bicycle industry, so work days are fun and interesting. We support one another and achieve our goals as a team. Each person, at every level, has an impact. Total Rewards and Perks include; fully remote work environment, flexible scheduling, comprehensive medical, dental, and vision packages for employees and eligible family members, 401(k) plan, paid volunteering, paid professional development, and discounts on products, bikes, and gear. We offer an accrued PTO program of 14 days in your first year as well as sick time and ten paid holidays. Employees are eligible for bonuses. JOB PURPOSE: The Sales Manager develops and leads a high-performing sales team, driving revenue growth through a repeatable, data-driven sales process. This role owns outbound execution, team performance, and sales processes, while partnering closely with the Marketing Team to improve lead generation and conversion. The Sales Manager will sell directly, build strategic external relationships, and champion the Workstand platform in the market. This is a revenue-generating leadership role with a base salary and commission component tied to team and individual performance. REPORTING STRUCTURE: This position is part of the Sales Department and reports to the President. This position has direct reports and is a remote position. JOB FUNCTIONS: - Manage Sales Team performance using clear metrics, modern SaaS sales methodologies, and scalable, repeatable, documented processes. - Establish and maintain a normalized outbound motion (process, activity expectations, reporting cadence) and review results regularly with the team. - Create and own revenue targets and leading indicators, along with coaching all levels of team members on progressing opportunities through each funnel stage. - Recruit, onboard, and continuously coach direct reports, holding team members accountable while leading tough performance conversations when needed. - Champion the Workstand Platform: Serve as an expert and advocate for the services value proposition. Educate prospects and internal stakeholders through demos, webinars, presentations, podcasts, and other public-facing opportunities. - Assist in coordinating marketing campaigns and testing to improve lead quality and conversion; contribute to continuous improvements in lead generation and nurture. - Maintain pipeline hygiene and forecasting discipline; use CRM insights to coach the team and support marketing initiatives. - Be hands-on with selling, including relationship building with key suppliers, outside reps for referrals, and high-value prospects (some travel expected). - Develop partnerships that support lead generation, brand building, and retention of existing clients. - Analyze the Competitive Landscape: Monitor competitors and document insights, helping Workstand understand its market position and make strategic decisions. - Manage the Sales Team commission and bonus structure. This is not a comprehensive list of possible responsibilities, tasks and duties. There are a variety of other duties that will need to be completed on an as needed basis. QUALIFICATIONS: - 6+ years of sales experience, with professional experience leading and/or developing a sales team. - Proven track record of meeting/exceeding targets; comfortable being hands-on in the deal cycle. - Experience building or scaling outbound sales processes and implementing consistent performance management. - Strong command of CRM best practices (pipeline management, forecasting, reporting, coaching through data), Hubspot experience is a plus. - Excellent coaching, communication, and accountability skills, including comfort with direct feedback and difficult conversations. - Highly motivated and resilient—driven to sell and coach through changing market conditions. Limited domestic travel is a requirement.

PagerDuty (NYSE:PD) is a leader in Digital Operations Management. In an always-on world, organizations of all sizes trust PagerDuty to help them deliver a perfect digital experience to their customers, every time. Teams use PagerDuty to identify issues and opportunities in real time and bring together the right people to fix problems faster and prevent them in the future. Over 13,000 organizations (including 60 of Fortune 100) rely on PagerDuty to succeed with Digital Transformation, Cloud Migration, and DevOps Modernization. Notable customers include GE, Cisco, Genentech, Electronic Arts, Cox Automotive, Netflix, Shopify, Zoom, DoorDash, Lululemon and more. We are expanding rapidly as a platform for Digital Operations Management using AI/ML and Automation and growing our adoption by Development, IT, Customer Service, Security, and other teams across the organization. PagerDuty is seeking an Account Manager to join our diverse, customer-focused team! As an Account Manager, you will serve as the primary point of contact for a portfolio of existing SaaS customers, partnering closely with cross-functional teams to deliver exceptional customer outcomes. You will maintain and grow customer relationships, drive product adoption, manage renewals, and identify strategic expansion opportunities that deliver measurable business value. This is an exciting opportunity to blend customer success and sales expertise to help customers realize the full potential of PagerDuty’s platform while driving revenue growth. The ideal candidate is a proactive relationship builder with strong commercial acumen, a passion for data-driven customer management, and experience with SaaS products and AI-driven insights. KEY RESPONSIBILITIES - Own a portfolio of existing customers to ensure adoption, value realization, and retention. - Develop and execute account plans that drive renewals, mitigate churn risk, and uncover expansion opportunities. - Present and negotiate renewal proposals, structure multi-year options, and manage contract value through strategic account management. - Monitor customer health using usage analytics, telemetry, and business insights to identify and address risks early. - Collaborate cross-functionally with Legal, Sales Operations, and Renewals teams to ensure smooth contracting, forecasting, and reporting processes. - Maintain strong product knowledge and deliver consultative guidance to drive configuration optimization and feature adoption. BASIC QUALIFICATIONS - 7+ years of combined customer-facing experience, including Account Management, Customer Success, or Renewals. - 4+ years of proven success managing renewals and growth within a SaaS environment. - Experience using Salesforce (SFDC) and analytics tools such as Gainsight, Tableau, or Looker. - Bachelor’s degree or equivalent experience. PREFERRED QUALIFICATIONS - Demonstrated ability to leverage data analytics and health metrics to manage and retain customer accounts. - Familiarity with the MEDDPICC and Command of the Message (COM) frameworks. - Experience working with enterprise software customers or in a DevOps environment. - Strong understanding of AI-powered tools and how they can be leveraged to drive efficiency and insight. - Proven history of achieving revenue and retention goals through consultative account management. - Self-starter with strong collaboration, negotiation, and problem-solving skills. Hesitant to apply? We encourage you to submit your resume even if you don't meet every requirement. We value potential and consider each candidate's full professional story. Whether you're exploring a career change or taking your next step, we look forward to reviewing your application. If this just isn’t the right role or time - sign up for job alerts! Where we work PagerDuty operates a hybrid work model with offices in 8 major cities: Atlanta, Lisbon, London, San Francisco, Santiago, Sydney, Tokyo, and Toronto. While we offer flexibility within our established locations, we cannot employ candidates residing in: Location restrictions: Australia: Northern Territory, Queensland, South Australia, Tasmania, Western Australia Canada: Alberta, Manitoba, Newfoundland, Northwest Territories, Nunavut, PEI, Quebec, Saskatchewan, Yukon United States: Alaska, Hawaii, Iowa, Louisiana, Mississippi, Nebraska, New Mexico, Oklahoma, Rhode Island, South Dakota, West Virginia, Wyoming Candidates must reside in an eligible location, which vary by role. How we work Our values guide how we support customers, collaborate with colleagues, develop products, and foster a culture of belonging. They define not just our actions, but what it means to be Dutonian. People Leaders at PagerDuty are responsible for creating high performance environments that drive accountability. PagerDuty has four key dimensions that define our Leadership Impact: Lead Self, Lead the Team, Lead the Business, and Lead the Future. Each dimension has three associated competencies to give leaders a shared language for guiding their development, career, promotion, and succession planning discussions. Our Manager Expectations serve as a practical guide for managers to understand their responsibilities, prioritize their efforts, and drive engagement and performance. What we offer As a global organization, our total rewards approach is competitive with industry standards and aligned with local laws and regulations. Learn more, including country-specific offerings, on our benefits site. Your package may include: - Competitive salary - Comprehensive benefits package - Flexible work arrangements - Company equity* - ESPP (Employee Stock Purchase Program)* - Retirement or pension plan* - Generous paid vacation time - Paid holidays and sick leave - Dutonian Wellness Days & HibernationDuty - companywide paid days off in addition to PTO - Paid parental leave: 22 weeks for pregnant parent, 12 weeks for non-pregnant parent (some countries have longer leave standards and we comply with local laws)* - Paid volunteer time off: 20 hours per year - Company-wide hack weeks - Mental wellness programs *Eligibility may vary by role, region, and tenure About PagerDuty PagerDuty, Inc. (NYSE:PD) is a global leader in digital operations management. The PagerDuty Operations Cloud is an AI-powered platform that empowers business resilience and drives operational efficiency for enterprises. With a generative AI assistant at its core, PagerDuty empowers teams to detect and resolve issues in real time, orchestrate complex workflows, and drive continuous improvement across their digital operations. Trusted by nearly half of both the Fortune 500 and the Forbes AI 50, as well as approximately two-thirds of the Fortune 100, PagerDuty is essential for delivering always-on digital experiences to modern businesses PagerDuty is Great Place to Work-certified™, a Fortune Best Workplace for Millennials, a Fortune Best Medium Workplace, a Fortune Best Workplace in Technology, and a top rated product on TrustRadius and G2. Go behind-the-scenes on our careers site and @pagerduty on Instagram. Additional Information PagerDuty is an equal opportunity employer. PagerDuty does not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, parental status, veteran status, or disability status. Your privacy is important to us. By submitting an application, you confirm that you have read and understand PagerDuty's Privacy Policy. PagerDuty is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application process. Should you require accommodation, please email accommodation@pagerduty.com and we will work with you to meet your accessibility needs. PagerDuty uses the E-Verify employment verification program.