Digital Sales Representative at SailPoint · Austin

Summary: 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. The role involves delivering a positive customer experience while maximizing revenue in target accounts and collaborating with a team of field sales counterparts. Responsibilities: - Driving sales growth through proactive outreach, relationship building, and strategic sales tactics - Delivering a positive customer experience using the SailPoint sales model while maximizing revenue in target accounts - Linking with a team of field sales counterparts (Outside Account Executive, SEs, Channel Partners, etc.) to penetrate new accounts and cross-sell into existing SailPoint accounts - Completing Getting started Checklist, including Pre/Post Revenue Onboarding Coursework, attending HR onboarding Sessions, Access Identity University, and completing role specific suggested courses - Familiarizing yourself with the High-level Function Org Chart; a high-level understanding of our main 5 business functions and the teams that compose them - Making use of all video collateral to augment onboarding training - Learning the SailPoint pitch - Meeting the team – Digital Sales, your AE’s, Marketing, Channel, Sales Leadership - Meeting your buddy and setting up Bi-weekly meetings & 1 to 1’s with your manager - Listening in and shadowing your first discovery call - Ensuring access to and familiarity with all tools in your digital tech stack - Walking your manager through prospecting efforts with LinkedIn, 6Sense, Outreach, ZoomInfo - Demonstrating knowledge in how to uncover corporate insights and persona-based imperatives - Demonstrating how to sequence prospects, both outbound and inbound, effectively action all leads within time bound SLAs, and convert to opportunities within Salesforce - Completing Revenue Onboarding - Completing mock discovery call and refining SailPoint Pitch - Creating a development plan for yourself and reviewing with your manager for alignment - Continuing to have periodic meetings with your buddy - Shadowing 4 Discovery Calls - Aligning and mapping your top 4 accounts - Making your first 10 calls in Outreach - Booking your first discovery call - Creating a minimum of one opportunity in Salesforce - Delivering against Core KPI’s as documented in KPI Dashboard - Achieving funnel & pipeline targets and all critical activities managed through the KPI dashboard - Closing a deal, as marked by DSR Closer, with support from AE (Account Executive) - Delivering against yearly target for funnel and pipeline - Maintaining KPI results on track with targets - Closing deals independently without support of AE Required Qualifications: - A minimum of 1 full year of experience in a Sales Development Representative (SDR), Business Development Representative (BDR), or Inside Sales Representative (ISR) role, specifically within the software industry - Currently active in an SDR/BDR/ISR role at a software company - Reside in the Austin, TX area and be available for a hybrid work schedule, including in-office collaboration on Tuesdays and Thursdays Preferred Qualifications: - A bachelor's degree is strongly preferred Required Skills: SaaS Sales, Sales Development Representative (SDR) Experience, Business Development Representative (BDR) Experience, Inside Sales Representative (ISR) Experience, Software Industry Sales, Salesforce, LinkedIn, 6Sense, Outreach, ZoomInfo, Strategic Sales Tactics, Proactive Outreach