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 Account Executive, to sell our Identity Security Solution. This is a critical role, focused on highly strategic UK Central Government accounts such as MOD, HMRC, and Home Office. In this role you will own end-to-end sales pursuits for the largest government departments. Success looks like executing existing pipeline, landing new Greenfield accounts, and closing long-term, high-value deals within a collaborative team environment. 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. 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.

*This territory includes Michigan, Indiana, and Wisconsin* We are seeking a dynamic and results-oriented Named Regional Account Executive to join our high-performing team. This role is responsible for driving revenue growth through strategic account planning, consultative selling, and strong collaboration with internal teams. The ideal candidate will be skilled in identifying customer needs, building strategic relationships, and executing sales strategies that deliver measurable value to healthcare clients. The territory is the state of Pennsylvania. Key Responsibilities 1. Strategic Account Planning & Pipeline Development · Develop robust, insight-driven account plans for named, high-potential accounts, balancing long- and short-term opportunities (including Develop & Retain accounts in our RADO model) · Utilize whitespace analysis to develop targeted territory outreach strategies, events & campaigns. · Incorporate insights from win/loss reports to optimize pipeline composition and align deal strategy to client potential and segment. 2. Customer Engagement & Relationship Management · Build tailored engagement strategies across multiple clients and stakeholders, expanding influence from operational contacts to senior and executive-level decision-makers. · Adapt communication and consultative approach based on account size, buyer archetype, and clinical or operational priorities. · Collaborate with Customer Success Managers to identify expansion opportunities during pre-sales, delivery, and post-launch and to ensure long-term account value realization. 3. Consultative Selling & Opportunity Management · Lead thoughtful, insight-driven sales conversations that surface stated and unstated client needs, aligning PCC solutions to high-impact problems. · Facilitate ROI and outcome-based selling by contextualizing PCC platform capabilities and the “Packaging for Optimal Value” model to support sales efforts within each client’s financial and care delivery model. · Broaden stakeholder buy-in by elevating discussions from tactical features to strategic transformation and long-term value. 4. Product Knowledge & Cross-Selling · Maintain deep knowledge in PCC platform’s capabilities, new product releases, and healthcare policy trends (e.g., CMS, state regulations) relevant to the assigned region. · Tailor solution sets based on payer mix, staffing model, financial drivers, and organizational priorities across clients in the assigned territory. · Leverage internal SMEs and curated customer stories, webinars, case studies and clinical outcomes data to support the value narrative and inspire trust. 5. Negotiation & Deal Structuring · Structure complex deals creatively using tiered pricing, phased deployments, and value-based packaging—minimizing unnecessary discounting. · Confidently navigate legal and procurement discussions, including Master Service Agreements (MSAs) and Business Associate Agreements BAAs, to accelerate deal closure while protecting company interests. (Nice-to-have) · Clearly communicate pricing models, ROI metrics, and financial trade-offs in customer-friendly language, supported by business case development. · Consistently deliver bookings results that meet or exceed assigned quota by leveraging data-driven insights, dynamic pricing guidance, and optimized sales enablement tools. · Collaborate closely with Customer Success to ensure smooth handoffs, sustained adoption, and high customer retention, aligning with value-based selling principles and long-term customer outcomes. 6. Communication & Influence · Synthesize complex product and business information into compelling, client-relevant stories that speak to both clinical and financial audiences. · Differentiate between hard vs. soft savings, articulating impact through the lens of client priorities and industry language. · Guide internal debriefs with POD team members post-client meetings to refine messaging and identify gaps or follow-up actions. 7. Leadership & Collaboration · Act as the primary account owner, orchestrating a cross-functional POD (including Solution Architects, CSMs, and Product SMEs) to deliver cohesive client value. · Coordinate and contribute to Success Reviews, Success Plans, and Executive Briefings to ensure increased utilization and value realization across the client lifecycle. · Support internal team enablement by sharing market insights, competitor feedback, and evolving client needs with sales leadership and marketing. Maintain strong performance across core metrics, including monthly bookings, Net Revenue Retention (NRR), client expansion, and NPS. Minimum Requirements - 3–5+ years of experience in B2B SaaS sales, preferably in healthcare, digital health, or care delivery platforms. - Proven track record of building high-value relationships and closing complex, multi-stakeholder deals. - Strong understanding of financial and clinical buyer dynamics within healthcare systems, payers, and post-acute care organizations. - Highly skilled in objection handling, personalized storytelling, business case development, and collaborative selling. - Familiarity with CRM and sales enablement tools (e.g., Salesforce, GONG, GONG Engage, Clari, 360 Insights). $165,000 - $180,000 a year At PointClickCare, base salary and commissions are among the many components that make up our total rewards package. The US on target earnings range (base salary + commissions) for this position is $165,000 - $180,000 + benefits. Our ranges are determined by job and level. The range displayed on each job posting reflects the target for new hire salaries for the position across all US locations. Within the range, individual compensation is determined by job-related skills and knowledge, relevant experience including professional and lived experience, and/or work location. Your recruiter can share more information about our total rewards package during the hiring process. At PointClickCare, base salary and commissions are among the many components that make up our total rewards package. The US on target earnings range (base salary + commissions) for this position is $165,000 - $180,000 + benefits. Our ranges are determined by job and level. The range displayed on each job posting reflects the target for new hire salaries for the position across all US locations. Within the range, individual compensation is determined by job-related skills and knowledge, relevant experience including professional and lived experience, and/or work location. Your recruiter can share more information about our total rewards package during the hiring process.

About Us: We love going to work and think you should too. Our team is dedicated to trust, customer obsession, agility, and striving to be better everyday. These values serve as the foundation of our culture, guiding our actions and driving us towards excellence. We foster a culture of performance and recognition, allowing us to transform growth as we enable our employees to do the best work of their careers. This position is open to remote employees in Munich, Germany - with the flexibility to work out of your home office full-time. You'll have easy access to and support from your manager, and frequent video meetings to keep you seamlessly integrated into your team. If you travel to a Center of Energy, you’ll be able to work out of our office spaces while you connect and collaborate with your team. Across the globe, our Centers of Energy serve as hubs where we accelerate productivity and collaboration, inspire creativity, and cultivate a culture of connection and celebration. Our teams coordinate their time in Centers of Energy to reflect how they work best. To learn more about life at LogicMonitor, check out our Careers Page. What You'll Do: LogicMonitor® is the AI-first hybrid observability platform powering the next generation of digital infrastructure. LogicMonitor delivers complete visibility and actionable intelligence across on-premises, cloud, and edge environments. By anticipating issues before they strike, optimizing resources in real time, and enabling faster, smarter decisions, LogicMonitor helps IT and business leaders protect margins, accelerate innovation, and deliver exceptional digital experiences without compromise. Our customers love LogicMonitor's ability to bring cloud and traditional IT together into one view, as seen in minimal churn rates, expansion business, and exciting new customer references. In fact, LogicMonitor has received the highest Net Promoter Score of any IT Infrastructure Management provider. LogicMonitor also boasts high employee satisfaction. We have been certified as a Great Place To Work®, and named one of BuiltIn's Best Places to Work for the seventh year in a row! The Account Executive (AE) at LogicMonitor is responsible for business development and the full sales cycle from initial outbound prospecting, securing first meeting, demo, POV and through to contract sign off. For the business development component of the role you will be expected to map out strategic accounts for your assigned territory and/or verticals using a combination of outbound calls, LinkedIn messaging and creative ideas to help you build organic pipeline. In addition to your own prospecting activities you will also work closely with business development representatives and channel reps to prospect and manage inbound leads. As the Account Executive on your sales opportunities you will take responsibility for the initial contact discovering business needs and challenges, demo our platform to a technical audience and manage with a proof of concept to get technical sign off and navigate contract negotiations whilst maintaining high value for our solution. You will engage key our presales, tech support and product management, occasionally our executive team to help win new business opportunities. The AE will coordinate professional service scoping calls and customer success hand-over calls with new customers. The AE will also work closely with our Marketing team to staff events and ensure follow up on leads. Finally, the AE must accurately forecast their sales opportunities back to the LM Management Team. You will have experience in managing complex sales cycles, navigating enterprise organisations to build solid engagements with multiple stakeholders. You will be an extremely positive individual who sees challenges as opportunities and has the ability to motivate and lead by example. The role will involve travel and you should expect varied working hours. We are looking for goal oriented candidates who understand how to build a plan for business development across a territory. The AE acts as the primary contact for prospects managing the relationship from the LogicMonitor side. Here's a closer look at this key role: - Identify and prospect into target accounts - Meet activity targets for calls/emails/meetings - Book 2 new logo meetings per week - Attend 2 self sourced new logo meetings per week - Understand the LogicMonitor technology platform and be able to present unique business value to prospects - Implement MEDDPICC methodology to move prospects through the sales cycle - Assist prospects progress through sales cycle by engaging our presales, product and management teams - Trial optimisation (proactively adding dashboards, creating sample reports, etc. for all trial prospects) - Learn how LogicMonitor solves customer problems and be able to tailor the solution to different types of customers and use cases What You'll Need: - Bachelors degree or relevant experience - 6-8 years of relevant sales experience - 4 years of SaaS sales experience - Consistent performance: minimum of 100% quota attainment in at least 75% of their sales career - Background in a high-performance, competitive sales environment - Experience at a technology vendor selling complex solutions into IT - Formal sales methodology training: MEDDPICC (Force Management) and/or strategic account planning (e.g. Skillibrium or similar) - Ability to simply articulate complex technologies - Success closing net new accounts while working existing accounts - Experience in prospecting and outbound outreach to book first contact meetings - Experience of managing a complex sales cycle and documenting activity in a CRM - Motivated self-starter, able to work autonomously as well as part of a team - Excellent communication skills with a solid grasp of the English language both written and verbal with competent presentation skills - Proven experience of negotiating new business opportunities - Proof of meeting or exceeding sales targets in a software sales role - Manage and fill a pipeline with limited help from an inside Market Development Team - On a weekly basis provide LM managers a monthly & quarterly forecast - Travel required Click here to read our International Applicant Privacy Notice. LogicMonitor is an Equal Opportunity Employer At LogicMonitor, we believe that innovation thrives when every voice is heard and each individual is empowered to bring their unique perspective. We’re committed to creating a workplace where diversity is celebrated, and all employees feel inspired and supported to contribute their best. For us, equal opportunity means fostering a truly inclusive culture where everyone has the chance to grow and succeed. We don’t just open doors; we invite you to step through and be part of something bigger. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. #LI-KW1 #LI-REMOTE Our goal is to ensure an accessible and inclusive experience for every candidate. If you need a reasonable accommodation during the application or interview process under applicable local law, please submit a request via this Accommodation Request Form. Know your rights: workplace discrimination is illegal. Please click here to review LogicMonitor’s U.S. Pay Transparency Nondiscrimination Provision.

Who are we? We are Nominal, and we’re building the financial operating system for the most ambitious and fast-growing companies of our generation. We combined big data and GenAI to disrupt the ERP space that hasn’t changed in the last 25 years - and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to enhance the global economy while doing the most important work of your career. Nominal’s culture is fast-paced, dynamic, with high focus on execution. The team includes engineers and operators from Netapp, Microsoft, Varonis, BigPanda, Riskified, HiBob, Armis, CheckPoint, and similar backgrounds. Expect an environment where smart, hands-on leadership is celebrated, and thoughtful ownership, initiative and open communication are part of the core values. Join our journey As an Account Executive at Nominal, you will play a crucial role in driving the company's growth by managing the full sales cycle from prospecting to closing. You’ll be instrumental in expanding our client base and working closely with the sales and product teams to deliver a solution that meets our clients’ needs. Your success will be measured by your ability to close deals and contribute to Nominal’s growth trajectory. Responsibilities and Impact - Own the full enterprise sales cycle—from outbound prospecting to close and expansion within key accounts - Build and manage a pipeline of high-value opportunities across target accounts in the US market - Lead complex deal cycles involving CFOs, Controllers, finance leaders, IT, and procurement - Run tailored product demos and value-driven sales processes aligned to business outcomes - Develop deep relationships with senior stakeholders to drive long-term partnerships and revenue growth - Navigate procurement, legal, and security reviews typical of enterprise deals - Partner closely with SDRs, marketing, and product to refine messaging and accelerate GTM execution - Maintain accurate forecasting and pipeline hygiene in a high-visibility environment - Travel: ~10–25% Requirements - 4+ years of closing experience, with a strong focus on mid-market deals - A must - Proven track record of consistently exceeding quota on high ACV deals and longer sales cycles- ACV between 30-100k, sales lifecycle; 60-70 days. - Experience selling into finance, accounting, ERP, or adjacent systems is strongly preferred - Strong executive presence with the ability to engage CFOs and senior finance leaders - Highly consultative, with excellent discovery, deal strategy, and storytelling skills - Comfortable operating in an early-stage, fast-growing startup with ambiguity and ownership - English- Native - Driven, competitive, and motivated by building something from the ground up Preferred Qualifications - CPA certification - Accounting or audit background - Masters degree Benefits - A clear path to promotion for leadership and individual contributor roles. - A hybrid/remote working environment. - Opportunities to attend conferences, take courses, and participate in other enriching activities for personal and professional growth. - WFH stipend Nominal is an equal-opportunity employer