Federal Director Of Sales

As the leader in Identity Security, SailPoint is the leader in identity security for the modern enterprise. Harnessing the power of AI and machine learning, delivering the central control point for risk management for the enterprise.  SailPoint continues to grow globally and expanding our global presence creates opportunities for top sales people to become a part of our awesome culture. 

We are a Gartner top right, high growth Identity Security SaaS organization: the only company with a multi-tenant, micro services built SaaS IGA solution and AI and machine learning Identity Security platform.  Organizations don’t know what data they have; let alone where it resides and crucially: who/what has access: we help them answer those key questions. Identity security is the central control point for risk management for the enterprise: the easiest way to implement your digital transformation faster and reduce risk.

Our employees voted us “best places to work” – 10 years in a row.

Federal Regional Director of Sales

We are searching for a Leader of our Federal sales team.  This will include both direct management of the sales team and also matrix leadership of the associated supporting functions.  This is a first line leadership role with 6 direct reports.

This position is responsible for managing a team of sales professionals who sell to end users directly and also leverage the support of our influential channel partners in selling our market leading IGA Solution Suite.  Primarily a SaaS offering, our IGA Solution Suite sits at the heart of an organizations enterprise security. 

The position requires someone with a successful track record of leading sales teams in Federal space within high growth SaaS or Cyber-sec organisations, and ideally someone who has lead sales during a transition from on-prem to SaaS.  Our sales managers bring structure and rigour to all aspects of the sales process including pipeline and forecasting whilst also acting as inspirational leaders to their teams. 

The path to success:

The activities of first few months are critical to creating the desired impact and acceleration of the business within your region.

Month 1 objectives:  First month is likely to be more internally focused.

• Embrace the onboarding sessions and go into them with a clear plan of what you need to get from them. 
• Evaluate the status quo within your reporting structure, consisting of detailed analysis of People; Process; Cadence; Structure. 
• Work with TA to identify candidates for any open reqs and develop a plan/pipeline to address any potential backfill reqs.
• Arrange to meet key members of your leadership and related peers. Prepare for those meetings to get the maximum benefit from them. 
• Meet and begin to build relationships with supporting functions outside of your immediate reporting structure.
• Learn about our products, success stories and what sets us apart from our competitors.  You should be comfortable pitching the SailPoint value proposition.
• Passed “1st Mate” enablement badge.

Month 2 objectives:  During your second month your focus should begin to move beyond your immediate team:

• Evaluate the status quo within the non-direct support structure, consisting of detailed analysis of People; Process; Cadence; Structure.
• Evaluate the status quo within your install base, your target Customers & your Partners.
• Begin to arrange meetings with Customers & Partners
• Evaluate the quality of the pipeline & the forecasting process, looking for immediate and long-term opportunities for improvement. 
• Complete Top Gun Training, Phase 1.

Month 3 objectives: 

• Develop a 12 month plan for your business, broken down by milestones, underpinned with primary actions required to attain the goals.
• Present the business plan to your manager & the Americas Leadership Team
• You should have identified the first of any new hires that you intend to make and have start dates confirmed.
• Develop plans with marketing and the partner team to show the white space opportunities in your existing customers + potential new logo opportunities + identify potential customers with compliance/governance requirements and/or business drivers requiring an IGA solution.
• Passed “Sailing Master” and “Quarter Master” enablement badges.

By 6 months:

• Develop a 3 year plan for your business, broken down by milestones, underpinned with primary actions required to attain the goals.
• Your People; Process; Cadence; Structure should have been adjusted & refined to support your plan.
• You should be able to demonstrate where you have already moved the needle and the improvement of process and/or results in relation to these four areas of focus.
• Ensure that pipeline is 3x quota
• Complete Top Gun Training, Phase 2
• Acquired “Captain” enablement badge.

By 12 months:

• By the end of your first year you should be tracking against plan and have built solid foundations for continued growth.  You should refresh & fine tune your 3 year plan from your end of first year position.
• You should re-analyse/improve/refine the People; Process; Cadence; Structure, both direct and indirect to ensure they continue to be supportive of the overall goals and able to execute against them.
• Ensure that there continues to be sufficient rigour within the forecasting process, demonstrated by continued accurate forecasting.
• You should continue to develop plans with marketing and the partner team to show the white space opportunities in your existing customers + potential new logo opportunities + identify potential customers with compliance/governance requirements and/or business drivers requiring an IGA solution.
• Ensure that pipeline is 3x quota.

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 - $156,000 - $202,800

Base 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 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.