Requirements
- This position requires an ambitious self‑starter and someone that can effectively process inbound inquiries and identify qualified leads and opportunities
- Relationship selling skills, with the ability to manage sales calls at varying levels of customer accounts, are essential
- 2+ years of successful experience in outbound sales, preferably in technology
- Fluency in one or more of Swedish, Norwegian, Finnish or Danish
- Exceptional communication skills, both oral and written, coupled with excellent listening skills and a positive and energetic phone presence
What the job involves
- SailPoint is looking for a talented, enthusiastic, and motivated Digital Sales Representative who will be responsible for driving sales growth through proactive outreach, relationship building, and strategic sales tactics
- Using your experience in SaaS (Software as a Service) opportunity creation & sales, you will be responsible for delivering a positive customer experience using the SailPoint sales model while maximizing revenue in target accounts
- In this role, you will be linked with a team of field sales counterparts (Outside Account Executive, SEs, Channel Partners, etc.) helping to penetrate new accounts and cross‑sell into existing SailPoint accounts
- The ideal candidate is a dynamic individual with effective communication skills, very well organized, a knack for persuasion, and a deep understanding of digital sales techniques
- Complete Getting started Checklist, including Pre/Post Revenue Onboarding Coursework, attending HR onboarding Sessions, Access Identity University, and complete role specific suggested courses
- Familiarize yourself with the High‑level Function Org Chart; a high‑level understanding of our main 5 business functions and the teams that compose them
- Complete Challenger Sales Training
- Make use of all video collateral to augment onboarding training
- Learn the SailPoint pitch
- Meet the team – Digital Sales, your AE’s, Marketing, Channel, Sales Leadership. (Schedule intro meetings with key stakeholders as identified by your manager)
- Meet your buddy and set up Bi‑weekly meetings & 1 to 1’s with your manager
- Listen in and shadow your first discovery call
- Ensure access to and familiarity with all tools in your digital tech stack
- Walk your manager through prospecting efforts with LinkedIn, 6Sense, TechTarget, ZoomInfo. Demonstrate knowledge in how to uncover corporate insights and persona‑based imperatives
- Demonstrate how to sequence prospects, both outbound and inbound, effectively action all leads within time bound SLAs, and convert to opportunities within Salesforce
- By the time you have been with SailPoint for 3 months you will have:
- Completed Challenger Sales Training & Introduction to Commercial Insights
- Completed Revenue Onboarding
- Completed mock discovery call and refined SailPoint Pitch
- Commenced the development plan process by reviewing the "Building a Plan" Guru Card
- Created a development plan for yourself and reviewed with your manager for alignment
- Continued to have periodic meetings with your buddy
- Shadowed 4 Discovery Calls
- Aligned and mapped your top 4 accounts
- Made your first 10 calls in Outreach
- Booked your first discovery call
- Created a minimum of one opportunity in Salesforce
- Delivered against Core KPI’s as documented in KPI Dashboard
- By the end of your first 6 months, along with the previous milestones you will have:
- Achieved funnel & pipeline targets and all critical activities managed through the KPI dashboard
- Closed a deal, as marked by DSR Closer, with support from AE (Account Executive)
- By the end of your first 12 months at SailPoint, along with the content in the previous milestones you will have:
- Delivered against yearly target for funnel and pipeline
- Maintained KPI results on track with targets
- Closed deals independently without support of AE
