• Execute impactful promotions for accounts in the On Premise (bars/restaurants) and Off Premise (grocery & liquor stores), sampling events, and festivals • Improve conditions and merchandise accounts by building displays, resetting coolers and • Displaying point of sale items to increase visibility of our brands • Conduct waitstaff & bartender education sessions to drive brand awareness and volume in accounts • Learn about the Boston Beer Company portfolio, selling process, 3-tier system and sales within the alcoholic beverage industry

• Own the Americas sales strategy and execution to achieve and exceed new logo and expansion ARR, bookings, and pipeline goals across target segments and industries. • Translate company strategy into clear sales objectives, coverage models, and go-to-market plays for the Americas region. • Partner with Revenue Operations on annual and quarterly planning, including territory design, quota and capacity planning, segmentation, and incentive alignment. • Establish and own key sales KPIs, including ARR, pipeline coverage, win rates, sales cycle time, and forecast accuracy, and drive rigorous performance management against them. • Lead a tight operating rhythm across the region, including disciplined pipeline hygiene, forecast inspection, deal reviews, and continuous refinement of the revenue playbook. • Ensure a healthy, diversified pipeline by leading direct field execution and partnering with Marketing, Growth Markets, and Partner/Alliances teams to generate demand and partner-sourced opportunities. • Implement and continuously improve a standardized, data-driven sales process using Salesforce and related tools, with clear qualification standards, stage definitions, and approvals. • Lead weekly and monthly forecast calls, drive realistic projections, and identify risk early on strategic deals. • Assist on mega-deals where appropriate, while remaining primarily focused on building the capabilities of reps and managers rather than personally closing every large deal. • Lead, mentor, and develop a high-performing Americas sales team and leadership bench, building a culture of accountability, collaboration, and continuous improvement. • Establish a systematic approach to sourcing, assessing, hiring, and developing talent, with a strong track record of building teams through both internal promotion and external hiring. • Create a coaching cadence that measurably improves rep and manager performance over time. • Model Seeq’s values and operate effectively in a high-growth environment with uncertainty and change. • Inspire teams and customers by showing what great looks like through strong presence, executive credibility, and a results-driven mindset. • Build trusted relationships with VP- and C-level stakeholders, especially CIOs and CTOs, and serve as an executive sponsor on Seeq’s most strategic Americas opportunities and customers. • Help the team win complex enterprise deals in industrial SaaS and analytics environments, including land-and-expand motions and multi-stakeholder buying processes. • Bring structured voice-of-customer and market insight into go-to-market, pricing, and product discussions. • Serve as a strong member of the revenue leadership team, partnering closely with the CRO and collaborating cross-functionally with Product, Marketing, Customer Success, and Revenue Operations. • Partner with Customer Success on account planning, renewals, and expansion strategies to maximize customer value and long-term growth. • Align with Partnerships & Alliances and Growth Markets leaders to ensure clear rules of engagement and coordinated regional execution.

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. 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.

Role Description The VP, Americas Sales is accountable for leading Seeq’s Americas sales organization to achieve and exceed new logo, expansion ARR, bookings, and pipeline targets, with a primary focus on winning and growing complex enterprise accounts in industrial markets. This role operates on a 2–3+ year strategic horizon for the Americas business while delivering quarterly and annual targets. This role owns the end-to-end enterprise sales motion across the Americas — from go-to-market strategy and coverage design through execution, forecasting, talent development, and deal governance — and ensures Seeq’s value proposition is translated into revenue with CIO, CTO, and other executive buyers in large industrial organizations. Reporting to the CRO, the VP, Americas Sales leads a high-performing team of sales leaders and sellers, partners closely with Customer Success, Revenue Operations, Marketing, Product, and Partnerships, and helps build a disciplined, scalable, and repeatable revenue engine for Seeq’s next stage of growth. Qualifications - 15+ years of experience in B2B enterprise software or SaaS sales, ideally selling into industrial or process manufacturing environments or similarly complex industries. - Significant experience leading U.S. enterprise direct sales teams selling industrial SaaS or analytics solutions to CIOs and CTOs, with typical deal sizes in the $300K to $5M+ ACV range. - 10+ years of progressive sales leadership experience, including leading leaders; ideal candidates are second-line sales leaders or above. - Demonstrated track record of achieving or exceeding multi-million-dollar ARR and bookings targets in a high-growth or scale-up environment. - Experience building or scaling a modern enterprise sales organization in close partnership with Customer Success, RevOps, Marketing, and Product. Requirements - Deep understanding of enterprise SaaS sales motions, including complex multi-stakeholder deals, land-and-expand strategies, and multi-year subscription agreements. - Strong financial and analytical acumen, including proficiency with pipeline analytics, forecasting, and performance dashboards. - Excellent executive communication skills and the ability to influence internal and external C-level stakeholders. - Proven ability to build cross-functional trust and alignment across Sales, Customer Success, Marketing, RevOps, Product, and Partnerships. - Strong talent magnet and builder who can attract external talent, promote from within, and create followership over time. - Entrepreneurial, resilient, and effective in environments with ambiguity, pace, and change. - Operational Expert. Successful MEDDPICC implementation experience required. Benefits - Competitive salary plus bonus incentives - $225,000 USD base salary plus bonus opportunity - 12-week paid Seeq family leave - Unlimited PTO - Internet and mobile phone reimbursements - Medical benefits - Group term life insurance - Short-term and long-term disability insurance pre-tax benefits - Voluntary vision and dental (ortho) - Vacation bonus program - Employee Assistance Program - Generous home office allowance - The best co-workers (we've analyzed the data, so we know it's true.) - Pet-friendly workspace (your dog will be so happy to have you home) - You love your job!