Role Description Du bist Networking-Profi, erfahren im Ansprechen und Beraten von Top-Kunden? Kundenakquise bedeutet für dich nicht einmalig zu punkten, sondern Partnerschaften aufzubauen und deinen Kunden proaktiv zu mehr Umsatz zu verhelfen? Dann bewirb dich jetzt bei Digistore24 ‒ einem der Top-IT-Unternehmen Deutschlands ‒ und werde der Account Executive, der neben unserem CEO hochkarätige Kunden anwerben und halten kann. Bitte beachte, dass diese Rolle fließendes Englisch und Deutsch erfordert. Wenn du nicht vollständig in beiden Sprachen arbeiten kannst, ist diese Position möglicherweise nicht die richtige für dich, da beide Sprachen für die Rolle entscheidend sind. Es handelt sich hierbei nicht um eine Vertriebsstelle. Bitte bewirb dich nicht, wenn du eine Stelle als Setter/Closer suchst. Der Fokus liegt auf der aktiven Kundenbetreuung! - Neukunden-Gewinnung: Du baust proaktiv unser Netzwerk zu High-Level-Kontakten aus. - Netzwerkpflege: Du pflegst proaktiv Kontakte zu Bestandskunden und reist zu Branchenevents. - Verkaufsabschlüsse: Mit überzeugenden Präsentationen gewinnst du anspruchsvolle Kunden. - Dokumentation und Nachverfolgung: Du dokumentierst Kundengespräche in unserem CRM-System. - Schnittstellenmanagement: Du arbeitest eng mit unseren Teams in Account-Management, Marketing und Onboarding zusammen. Qualifications - Ausgezeichnete Kommunikationsfähigkeiten in Deutsch und Englisch. - Nachweisbare Erfolge in der Erreichung von Sales-Zielen, vorzugsweise im B2B & SAAS-Bereich. - Langfristige und vertrauensvolle Beziehungen zu High-Potential-Kunden aufbauen. - Aktuelle Marktentwicklungen verfolgen und exzellente Produktkenntnis besitzen. - Selbstbewusstes Auftreten und Teamorientierung. Requirements - Keine Erfahrung im Bereich Neukundenakquise. - Keine Motivation durch Umsatzziele und strategische Arbeit. - Interesse an schnellen Abschlüssen statt langfristigen Partnerschaften. - Kein Anspruch, Expertenwissen laufend auszubauen. - Keine Identifikation mit unseren Werten. Benefits - 100 % Remote: Dauerhaft von zu Hause aus arbeiten. - Bis zu 170 Tage im Jahr aus dem EU-Ausland arbeiten. - Bis zu 3 Tage pro Woche Coworking-Spaces nutzen. - 30 Urlaubstage auf Vollzeitbasis. - Gleitzeitmodell und individuelle Weiterentwicklung. - Flache Hierarchien und kurze Entscheidungswege. - Modernes Equipment für deine Arbeit. - Internationale, kollaborative Kultur. - Team Lunches mit Lieferando-Guthaben. - Spektakuläre Team-Events in ganz Europa. - Ownership vom ersten Tag an mit persönlicher Förderung.

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. 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): $127,400 - $214,760.00Base 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.

Tulip, the leader in AI-native frontline operations, is helping companies around the world equip their workforce with composable, connected apps, leading to higher quality work, improved efficiency, and end-to-end traceability across operations. Tulip’s cloud-native, no-code platform, powered by embedded AI, is driving the digital transformation of industrial environments through composable, human-centric solutions that go beyond disrupting the Manufacturing Execution System (MES) category. A spinoff out of MIT, Tulip is headquartered in Somerville, MA, with offices in Germany, Hungary, Singapore, and Israel. Tulip has been recognized as a World Economic Forum Global Innovator, a 2024 Deloitte Technology Fast award winner, one of Energage’s Top Workplaces USA, and one of Built In Boston’s “Best Places to Work” and “Best Midsize Places to Work.” About You: - You are driven by new business development and have a proven track record of managing the full sales cycle for SaaS solutions in the manufacturing industry. - You are commercially-minded and thrive in environments that are scaling quickly, and you're excited to contribute to building new processes. - You have a customer-centric approach, with a genuine desire to listen to and learn from clients and partners. - You possess a hands-on mentality and are adept at managing large, complex projects. What skills do I need? - 5-7+ years of experience in an Account Executive role, selling complex software solutions into the manufacturing sector. - Deep understanding of the UK manufacturing industry is highly desirable. - A consistent track record of achieving and exceeding sales targets. - Excellent written and oral communications skills - Trained/certified in value-selling sales methodologies - A positive, can-do attitude is a key quality to succeed on the Tulip team - Familiarity with Salesforce.com is a plus; organize / report on all sales productivity on a consistent basis - Ability to quickly learn Salesforce, Outreach, Zoominfo, Linkedin Sales Navigator - Experience in cross functional collaborations and contributions to building highly functional commercial teams Key Responsibilities: - Break into and drive large, complex deals through lead to close. Experience navigating large company procurement processes. - Drive account strategies and account plans to execute a sales process and win deals within assigned accounts. - Manage multiple customer opportunities with multiple partners at once while maintaining a high level of attention to detail. - Build accurate forecasting and an operational cadence with management - Drive referenceable customer satisfaction in your accounts - Expertly demonstrate Tulip technology to end users and execute opportunities with channel partners. - Have passion for technology and speak fluently about current trends related to SaaS, PaaS, IoT, and cloud solutions. - Develop champions, stakeholder mind-share, and close at the VP/C-level. - Be a planner and lead the preparation of client engagements across internal and partner stakeholders to speed deal cycle times. - Leverage and collaborate with internal/external resources as a team player; Professional Services, Pre Sales Engineering, Marketing, Channel Partners, etc. Key Collaborators: - Sales - Pre Sales Engineering - Customer Success - Marketing - Professional Services - Channel and Alliances Working At Tulip We know even great candidates experience imposter syndrome. Even if you don’t match every requirement, applying gives you the opportunity to be considered. We’re building a strong, diverse team that values hard work, families, and personal well-being. Benefits of working with us include: - Company equity: Share in the success you help create. - Holiday Allowance: Unlimited vacation policy. - Learning & Development: A dedicated budget for your professional growth. We are an equal opportunity employer. At Tulip, we celebrate all. Qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. Help us build an inclusive community that will transform frontline operations. It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability. Please note that we may use AI-based tools to support parts of our hiring process. All data processing is carried out in compliance with local data protection laws, ensuring all personal candidate information is handled securely and ethically.

• Own the Full Sales Cycle • Prospect, qualify, and close new business opportunities end to end • Sell high-value, pre-designed solutions (“wedges”) to well-qualified prospects in close collaboration with leadership • Diagnose customer problems and position solutions consultatively based on real business needs • Manage deal momentum through complex, multi-stakeholder sales conversations and close high-value contracts • Generate and Drive Pipeline • Execute outbound campaigns via email sequences, voice calls, and multi-touch engagement • Attend trade shows, networking events, and conferences (~3 per quarter) to build relationships in person • Be the first point of contact on inbound marketing leads and act on buying signals • Propose and support Opreto-hosted events (e.g., dinners during trade shows) to drive engagement • Build Long-Term Relationships and Expand Accounts • Establish trust and credibility with senior stakeholders and decision-makers — in-person is prioritized • Maintain relationships over the long term, not transactionally • Stay involved post-sale to identify expansion and follow-on revenue opportunities • Identify and manage strategic partnership opportunities and co-selling motions • Collaborate and Manage Pipeline • Pull in founders as technical/strategic support (sales engineers) when needed • Maintain HubSpot hygiene — track deal progression, risks, next steps, and all contacts • Check in with partner networks on a regular basis (monthly, quarterly) • Translate technical capabilities into business value during proposals