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.
The rapid adoption of AI and agent-based systems is driving an explosion of non-human identities — including agents, bots, service accounts, and APIs — operating at a scale and speed traditional identity models were not built to govern.
As organisations look to operationalise AI, identity is emerging as the control plane that determines what these entities can access, what actions they can take, and how they interact across systems.
The Advanced Technology Specialist (ATS) plays a critical role in helping customers define this new model — enabling faster AI adoption while ensuring appropriate governance across both human and non-human identities.
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 a highly motivated and experienced Account Executive – Agentic Technology Specialist in Germany, to focus on selling our Agentic related technology solutions (specifically, Machine Identity Security, Data Access Security, Agent Identity Security, and Shadow AI Remediation) into our largest and most complex strategic accounts.
This role is critical in driving the adoption of these innovative solutions, and the candidates should have experience selling across IT stakeholders, ideally combining Identity or cybersecurity experience in addition to agentic technologies and/or data architecture or governance technologies.
To excel, the position demands sales specialist who:
- Is curious, and possesses the ability to synthesize information at a rapid pace in a dynamic environment
- Has worked as a specialist sales executive (overlay, co-prime, etc) in a dynamic team- based matrix selling environment
- Is a consultative seller who deeply understands how to discover mutual alignment between business value and technology solutions
- Quickly becomes a “competitive blackbelt", able to anticipate common objections and handle them early/upfront, who proactively seeks to understand competitive strengths and weaknesses, and knows how to set those traps
- Knows how to work across various personas within IT organizations, ideally with experience in Cybersecurity/Identity applications in addition to other modern Cloud technologies/architectures (IaaS, Cloud Data Platforms, etc)
- Develops strong relationships and can operate at all levels – from IT executives to individual contributors
- Understands how to scale, can work in an environment where empowering other Account resources can deliver positive business outcomes
- Utilizes analytical tools and complex data to drive programs and plays
- Can demonstrate expertise in understanding and presenting the value of SailPoint's Agentic Technology solutions and how they compare to competitive offerings as well as relate to the broader SailPoint product set.
- Provides a superior customer experience from the first discovery call, leveraging skills in competitively positioning our solutions and a broader value proposition, including partner services.
- Develops territory and opportunity plans that outline the steps required to progress from discovery to the next stages in the sales cycle.
- Builds internal programs and enablement to help scale the larger sales organization around the Agentic product set.
- Work closely with the leadership team to refine ideas and optimize sales strategies.
- Upholds SailPoint’s culture by reflecting our 4I’s values
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 related to data, AI, and identity intelligence.
- 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, specifically targeting the Identity Intelligence market.
- 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 the post-sale team to ensure consistent and ongoing coverage of accounts, including new sales opportunities.
- Oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, and RFP responses.
- Foster a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors, with a specific focus on the Identity Intelligence landscape.
- 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, including IT personas focused on cybersecurity, AI, data, and enterprise architecture.
- Utilize all reporting tools including accurate forecasting and Salesforce hygiene.
- Internal Enablement: Develop and deliver internal training and enablement programs to equip the primary Account Executives, Customer Success Managers and internal Business Development teams with the knowledge and skills to identify and pursue Identity Intelligence opportunities within their accounts.
- Strategic Account Planning: Collaborate with Account Executives to develop comprehensive strategic account plans that incorporate Agentic Technology solutions.
- Internal Program Building: Build internal programs to foster collaboration and partnership between the Identity Intelligence Specialist team and the broader sales organization.
The path to success:
1-month milestones:
- Establish strong relationships with the Regional Sales & SE Leaders with whom this role is aligned.
- Become an expert is using the SailPoint ATS tools that help us prioritise our focus and operate efficiently
- Confidently and competently deliver the ATS sales/engagement plays and discovery calls for early-stage customer and prospect engagement
2-month milestones:
- Identify and qualify the top 20 ATS opportunities in your territory
- Create a stakeholder map in your Top 20 opportunities; devise and discuss your approach with them
- Start developing the competitive skills required to ensure we win
3-month milestones:
- Complete a simple ATS territory plan
- Actively participate in the operating cadence with virtual team to help drive ATS pipeline.
- Contribute to AEs’ opportunity plans for key ATS opportunities.
Education, Languages & Travel:
- Preferred but not required: Bachelor's degree or global equivalent in an IT, business or sales related field.
- German (native), English (fluent)
Travel: 50%
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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, or disability. We evaluate applicants using job-related, objective, and non-discriminatory criteria. Our job titles, job descriptions, and recruitment processes are intended to be gender-neutral and to support equal pay for equal work or work of equal value.
As a part of the total compensation package, this role may be eligible for participation in one of our performance-based cash compensation programs - the SailPoint Corporate Bonus Plan or a role-specific commission plan, along with potential eligibility for equity participation. SailPoint maintains 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. The base salary for this role will be in this range from (min-max, LOCAL CURRENCY):
€71,400 - €120,360.00
Additional offerings include a variety of benefits, including health, retirement, EAP, leave support, paid time off, and company-paid holidays. The specific programs and options available to an employee may vary depending on location, date of hire, schedule type, and the applicability of collective bargaining agreements or local statutory requirements. Details of participation in these benefit plans will be provided if an employee receives an offer of employment.
