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 2026 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): $123,750 - $208,624.00Base 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.

Your role at DynatraceWe are looking for a candidate to fill a newly created position as an Enterprise Expansion Account Executive. In this role, you will drive sales growth through targeted acquisition and expansion efforts across various industry segments. It’s all about a “land and expand” approach amongst enterprise-grade organizations. As part of your responsibilities, you’ll oversee 7 to 10 existing customer accounts. Your focus will be on nurturing these relationships and expanding partnerships. Additionally, you’ll engage with 5 to 8 potential customers, introducing them to our offerings. After successfully converting prospects, you’ll have the chance to maintain those accounts and explore opportunities for upselling and cross selling our solutions. Collaborating closely with our high-performing sales professionals, SDRs, and partners, you’ll be on the path toward achieving ultimate success. - Execute on territory plans to deliver maximum revenue potential within a pool of regionally focused Enterprise accounts. - Collaborative pre-defined SE support based on region. 7-10 customers, 5-8 prospects, with 18 total accounts. - Drive new logo customers whilst also focusing on expanding Dynatrace usage within existing accounts. - Consult with Vice President and C-level executives to develop and implement an effective enterprise-wide strategy that maximizes the value delivered by Dynatrace; position Dynatrace relative to the competition. - Generate velocity by establishing Dynatrace in new markets through product demonstrations, in-market events and account specific initiatives. - Develop a contact network within named accounts and channel partners to ensure Dynatrace can be sold broadly and effectively. - Work closely with Dynatrace functional areas such as sales engineering, marketing, legal, finance and other lines of business to develop and execute a solution strategy to meet customer business needs. - Ensure your customers’ implementations are wildly successful. What will help you succeedMinimum Requirements: - HS diploma or GED - a minimum of 5+ years of experience in closing enterprise software sales. Preferred Requirements: - You show a successful track record in Enterprise software sales across many business functions within the executive level of a customer. - You can manage sales cycles within complex organizations, while compressing decision cycles. - You have outstanding organizational and communication skills (written and oral, negotiation and presentations skills). - You are confident in building a diverse territory plan and have familiarity in leveraging a sales ecosystem. - You have proven experience in acquiring new business. - You thrive in high-velocity situations and can think/act with a sense of urgency. - You are a motivated and tenacious self-starter who consistently delivers high performance against quota, driven by VP- and C-level relationships. - You know how to build and execute business plans and sales plays. - You know how to collaborate and co-sell internally across all supporting resources to maximize your effectiveness and advance the sales process (familiar with MEDDPIC). You are familiar with the observability and modern application market. Why you will love being a Dynatracer - Dynatrace is a leader in unified observability and security. - We provide a culture of excellence with competitive compensation packages designed to recognize and reward performance. - Our employees work with the largest cloud providers, including AWS, Microsoft, and Google Cloud, and other leading partners worldwide to create strategic alliances. - The Dynatrace platform uses cutting-edge technologies, including our own Davis hypermodal AI, to help our customers modernize and automate cloud operations, deliver software faster and more securely, and enable flawless digital experiences. - Over 50% of the Fortune 100 companies are current customers of Dynatrace. Compensation and Rewards - The base salary range for this role is $145,000 - $160,000. When determining your salary, we consider your experience, skills, education, and work location. - Our total compensation package includes unlimited personal time off, an employee stock purchase plan, and a reward system. - We also offer medical/dental benefits and a company-matched 401(k) plan for retirement. Equal Employment OpportunityAll your information will be kept confidential according to EEO guidelines. We offer competitive compensation, company-sponsored premium benefits, medical, dental, vacation/holidays, company matching 401(k) Plan, etc. Dynatrace is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, gender identity, religion, national origin, ancestry, citizenship, physical abilities, age, sexual orientation, creed, disability status, veteran status, pregnancy, genetic status, or any other characteristic protected by law. If your disability makes it difficult for you to use this site, please contact careers@dynatrace.com. Dynatrace participates in E-Verify, participant information in English and Spanish. Right to work information in English and Spanish. EEO is the Law. To be considered for this position, please upload your resume/CV.

• Bring a rolodex of contacts from investor-owned, municipal, and cooperative utilities across North America • Create sustainable long-term relationships by providing win-win business solutions to utility clients in US • Develop new leads for prospective utility clients and inform regional priorities • Own key relationships with utility leaders, including executives and team leaders focused on grid modernization, transmission and distribution infrastructure inspections, asset and vegetation management, grid planning, and operations teams • Attend and present at select trade shows and conferences • Write formal project proposals, develop presentation slides, and other tools • Understand utility needs and pain points. Drive deployment scoping with utilities to balance stakeholder needs, internally and externally, and close deals that achieve both scale and rapid execution • Negotiate contracts through final execution • Consistently ensure that business is conducted with integrity at all times • Exercise indirect influence to maintain efficient and timely forward project progress • Support project manager to smoothly transition new contracts into implementation • Coordinate with fellow associates and co-founders on sales process improvements, product development, regulatory and policy goals, and competitive landscape • Knowledge in sales of B2B, SaaS products to enterprise clients (Energy experience is strongly recommended, though not required) • Coach SDRs on nurturing leads and to foster stronger pipeline • Maintain Hubspot and keep management and other key stakeholders appraised on sales activities and pipeline • Exceed sales targets by building and executing on an aggressive pipeline of investor-owned, municipal, and cooperative utilities

Role Description At Square, we're re-imagining how small and midsize businesses grow. As a Sales Account Executive on our Outbound Team, you'll bring Square's ecosystem to new sellers across diverse industries by building, shaping, and closing your own pipeline. You'll run sophisticated, multi-product deals from the first touch to final close — blending hunter instincts, consultative depth, and strategic execution. If you're an experienced closer who thrives in outbound environments, loves solving meaningful business challenges, and consistently delivers against ambitious targets — this is your role. - Own the full outbound sales cycle — from prospecting to negotiation to close — with SMB and mid-market merchants. - Build and manage a high-quality pipeline through cold outreach, social selling, targeted campaigns, and creative outbound strategies. - Develop multi-product solutions across Square's ecosystem and tailor them to each merchant's unique needs. - Conduct high-impact discovery, demos, and negotiations with decisiveness across multi-stakeholder deals. - Act as a consultant and trusted advisor — seamlessly flexing across BDR, AE, and AM responsibilities when needed. - Collaborate cross-functionally with Product, Marketing, Implementation, and Operations to deliver cohesive solutions. - Maintain disciplined pipeline management and forecasting accuracy in Salesforce. - Consistently hit and exceed revenue goals — monthly and quarterly. Qualifications - 3+ years of full-cycle B2B sales experience with consistent quota achievement. - Proven success in outbound prospecting and net-new business creation (SaaS or fintech preferred). - Experience closing complex, multi-threaded deals with longer sales cycles. - Ability to build pipeline from scratch using targeted, strategic outreach. - Exceptional communication, presentation, and negotiation skills across phone, video, and written channels. - Strong consultative selling skills — diagnose business challenges and map tailored solutions. - A hunter's mindset — resilient, creative, and driven to win. - Ability to work independently while contributing to a team-first environment. - Advanced proficiency with Salesforce and modern sales tools. Benefits - Remote work. - Medical insurance. - Flexible time off. - Retirement savings plans. - Modern family planning. Company Description 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.