Manager, Digital Sales

We are seeking a dynamic Digital Sales Manager to lead a team of Digital Sales Representatives in Austin, TX. This strategic sales leader is responsible for building a robust sales pipeline by creating processes and campaigns to drive new qualified leads and demos for the sales organization.

You will develop and execute outbound prospecting strategies, focusing on opportunity qualification and growing the pipeline's value. As the crucial bridge between Marketing and Sales, you will provide actionable feedback to enhance campaign performance and market intelligence. Your success will be measured by your ability to establish a culture of accountability, exceed team quotas, and coach your team members toward their career goals. Ultimately, you will drive the growth of the opportunity pipeline and ensure a strong foundation for sustained business growth.

Responsibilities

• Recruit, manage, train a team of up to 10 Digital Sales Representatives

• Provide clear metrics and set productivity, acquisition, conversion, lead follow-up and achieve quota on number of opportunities accepted by the field sales team and opportunity pipeline value

• Establish structure, expectations, and accountability

• Motivate team to meet and exceed learning and performance goals and objectives as outlined by management

• Attract and recruit talent that is smart, humble, and hungry

• Work to create processes and campaigns around driving new qualified leads and demos for Sales team

• Collect, analyze, report data around team, team members, and operational execution and results

• Generate new, fresh ideas and challenge your team and leadership to expand thinking and innovation as it relates to pre-sales and demand gen.

• Provide feedback and recommendations on marketing efforts and campaigns

• Keep up with, evaluate, and recommend sales automation tools and software to help achieve maximum efficiency

• Provide training on sales strategy, business acumen, product knowledge, competition, objection handling and market dynamics

• Promote SailPoint’s core values of Innovation, impact, integrity, and individuals

• Accurately assess the capabilities, motivators, and aspirations of each team member and work with them to develop their desired career path.

• Create, train on, and execute outbound prospecting strategies Pre-call planning, opportunity qualification and objection handling, call structure and control, and time and territory management

• Be the bridge between Marketing and Sales.

Qualifications

• Bachelor’s Degree

• Minimum five years of experience as SDR/BDR or inside sales at a Software Company

• 2+ years of SDR management experience at a Software Company

• Proven track record of success

• Excellent interpersonal, verbal and written communication skills

• Strong ability and desire to coach, develop, and train team members on selling fundamentals, teamwork, and results

• Experienced with complex software sales and selling business value  

• Located in Austin, TX

The path to success:

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

1-Month Milestones: 

The first month will be internally focused, emphasizing learning, assessment, and relationship-building.

• Approach your onboarding with a clear plan to gain the necessary insights into SailPoint's culture, products, and sales ecosystem.

• Evaluate the status quo of your team, consisting of a detailed analysis of the People, Process, Cadence, and Structure.

• Work with Talent Acquisition to identify candidates for any open requisitions and develop a pipeline to address potential backfill needs.

• Coordinate meetings with key leadership in Sales and Marketing, ensuring thorough preparation to maximize their value.

• Engage with and establish relationships with key supporting functions beyond your immediate reporting structure.

• Familiarize yourself with our products, success stories, and key differentiators. You should be confident in articulating the SailPoint value proposition.

3-Month Milestones: 

Your focus will expand to optimizing team operations and developing a strategic vision.

• Develop a 12-month business plan for your team, broken down by milestones, with primary actions required to attain your goals. This plan should focus on productivity, lead acquisition, and conversion metrics.

• Present your business plan to your manager and the sales leadership team.

• Begin implementing and training the team on refined outbound prospecting strategies, including pre-call planning, objection handling, and opportunity qualification.

• Accurately assess the capabilities, motivators, and aspirations of each team member to start creating individual development plans.

• Develop initial plans with marketing to identify white space opportunities, potential new logos, and customers with clear business drivers for an IGA solution.

6-Month Milestones: 

At this stage, your leadership should be visibly moving the needle on key performance indicators.

• Your People, Process, Cadence, and Structure should be adjusted and refined to support your business plan.

• Demonstrate measurable improvements in team results, specifically the number of opportunities accepted by the field and the growth of the opportunity pipeline value.

• Have a consistent and effective recruiting process that attracts smart, humble, and hungry talent.

• Establish yourself as the bridge between Marketing and Sales, providing regular, actionable feedback on campaign performance and market intelligence.

• Begin evaluating and recommending sales automation tools and software to enhance team efficiency and effectiveness.

12-Month Milestones: 

By the end of your first year, you should be on track with your established plan and have built a strong foundation for sustained growth.

• By this point, you should have a high-performing team of up to 12 Digital Sales Representatives who are consistently meeting and exceeding goals.

• Reassess and enhance the People, Process, Cadence, and Structure to ensure continued alignment with your long-term goals.

• Generate new, fresh ideas that challenge your team and leadership to innovate in pre-sales and demand generation.

• Work actively with your team members on their desired career paths, solidifying your role as a coach and mentor.

• Ensure a robust pipeline is in place to support the broader sales organization's quota attainment.

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 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 [email protected] 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.