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): $109,200 - $184,080.00Base 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.

• Prospect daily through 150+ outbound calls/day • Identify and engage decision-makers (owners, agency leaders, sales managers) • Run full-cycle sales: rapport → discovery → pitch → objection handling → close • Sell subscription-based, real-time lead programs (recurring revenue) • Build a pipeline, manage follow-ups, and maintain clean notes in the CRM • Use email + phone + messaging to drive urgency and next steps • Track your activity and performance metrics and consistently hit targets • Participate in training, coaching, call reviews, and continuous improvement

Role Description Equal Parts is building a modern insurance platform through agency acquisitions, technology, and centralized operations. We're seeking an experienced Benefits Producer / Account Executive to manage and grow an existing employee benefits book of business. This is an independent contractor (1099) role compensated entirely through revenue share. - Serve as the primary relationship owner for an existing portfolio of employee benefits clients - Lead renewals, plan strategy, and carrier negotiations - Retain and expand client relationships - Engage and convert inbound opportunities generated through the Equal Parts platform, referral network, and existing customer base Compensation - Compensation is entirely revenue-share based with no cap on earnings. - Producers participate in: - Renewal revenue from assigned accounts - Revenue generated through organic growth within existing accounts - Revenue generated through platform-sourced opportunities and cross-sold products and services This role is ideal for someone who enjoys managing client relationships, growing existing accounts, and participating directly in the value they create without the administrative burden of running an agency. Qualifications - Employee benefits experience required - Active Life & Health licenses in Texas, California, Colorado, and New York - Strong relationship management and client advisory skills - Ability to operate independently and drive account growth

Role Description As a Senior Account Executive for our SMB segment in California, you'll own a high-potential territory and play a defining role in how Mews grows in one of the most active independent hotel markets in the US. You'll work directly with hotel owners, GMs, and operators who are actively rethinking how their properties run – helping them move away from legacy systems and adopt technology that was actually built for modern hospitality. California is our #1 Tier 1 state in North America. The independent hotel market here – from wine country and coastal leisure corridors to boutique city properties and AAHOA owner communities – is moving. For the right person, this is an opportunity to build a meaningful book of business in a market Mews is investing heavily in, with full manager support, a strong peer team, and real visibility into North American growth. What a strong week looks like - Running 2+ demos per day with hotel owners and GMs, positioning Mews against legacy systems with a clear, consultative narrative. - Owning your outbound pipeline – average 70% of closed deals self-sourced through in-market activity, association events, and direct outreach. - Executing roadshow days across your territory: pre-booked anchor meetings, route-planned walk-ins, and follow-up the same day. - Managing a pipeline to consistently close $350k+ ARR per year and a 50-day average cycle. - Using AI-assisted pipeline and forecasting tools to pressure-test deal health, spot risk early, and make weekly forecasts more accurate, not just faster. - Embedding responsible, on-brand AI use into the team's playbook, knowing where AI adds genuine leverage and where the human relationship has to lead. - Setting the standard for how you and your team use AI day to day: account research and pre-call prep, drafting personalized outbound, summarizing calls, and surfacing next-best-actions with less time on admin. - Showing up at AAHOA, CHLA, and local hotel council events as a Mews spokesperson in the market. - Logging, forecasting, and iterating in Salesforce with the kind of discipline that makes your pipeline a source of truth, not a guess. Qualifications - You have a track record of closing new business. - You know how to build pipeline from scratch. - You understand the hospitality world and have deep experience in it. - You're already embedded in California. - You know the market, you're willing to travel across it, and you're comfortable becoming a known face in the communities where hotel owners and operators spend their time. Requirements - 4+ years as a full-cycle Account Executive in SaaS, with demonstrated quota attainment. - Background in hospitality tech (PMS, RMS, payments, guest experience platforms) or a deep hospitality career before crossing into SaaS sales. - Familiarity with the California independent hotel landscape – independent properties, leisure and wine country corridors, AAHOA and CHLA owner communities. - Experience selling against top competitors in your space. - Comfortable with a fast-paced, high-velocity SMB motion with strong outbound discipline. - Open to territory travel across CA (Travel throughout year around ~ 25%). Benefits - Uncapped OTE with accelerators above quota. - Company shares – every Mewser is a part-owner. - Unlimited holiday (people actually take it). - Best-in-class parental leave: 6 months fully paid for primary caregivers, 2 months for secondary. - Monthly home-office and healthcare allowances. - Workation policy – work from other countries for a few weeks each year. - Monthly EDGE days: protected time for learning, development, and growth. - A manager who does ride-alongs, invests in messaging, and builds a team that wins together.