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.   

We are recognized by analysts such as Gartner, Forester and Kuppinger Cole as the leader in the market and we continue to push ourselves to define the market rather than follow what the analysts or competitors are marketing. Organizations struggle to understand who has access to what applications and data, and we help them answer these key questions. Identity security is the central control point for risk management for the enterprise. 

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: Regional Vice President - Identity Security

Location: Melbourne (Remote)
Territory: ACT, VIC, SA, TAS, WA
 

Attributes We’re Looking For

We are looking for a top-tier sales leader with the credibility to lead from the front and the maturity to scale through others.

You:

• Proven background as a successful enterprise seller & sales leader with strong commercial judgement
• Sets high performance expectations and balances firmness with empathy when coaching through challenges
• Able to quickly understand complex value propositions and add value in senior customer conversations
• Exercises good judgement about when to step into deals and when to step back
• Brings clarity, calm and direction in a fast-moving, high-growth environment
• Communicates clearly and transparently, particularly around pipeline, deals and forecasts
• Comfortable managing both downwards and upwards in a results-driven organisation

Responsibilities

• Own and deliver the regional revenue plan across ACT, VIC, SA, TAS & WA
• Lead a current growing team of 6 Account Executives
• Maintain pipeline quality, forecast accuracy and Salesforce discipline
• Provide leadership on priority deals and strategic accounts
• Set and maintain a clear operating cadence across forecasting, pipeline reviews and performance management
• Partner with Marketing, Channel, Product and Customer teams to drive regional outcomes
• Support demand generation and market presence, including marketing initiatives and selective public engagements
• Lead adoption of new products, sales plays and go-to-market initiatives
• Build and sustain a high-accountability, collaborative regional culture

30–60–90–180–365 Day Milestones

First 30 Days – Learn, Assess, Set Foundations

Focus: Internal understanding and baseline assessment.

• Approach onboarding and enablement with a clear plan to maximise value
• Assess the current state across People, Process, Cadence and Structure
• Build relationships with key leaders, peers and supporting functions
• Partner with Talent Acquisition on open roles and potential backfill planning
• Develop a strong understanding of products, customer success stories and key differentiators
• Confidently articulate the SailPoint value proposition
• Begin direct engagement with customers and partners
• Drive early revenue by quickly engaging in active deals
• Complete “1st Mate” enablement badge

Days 31–60 – Broaden Perspective, Lift Discipline

Focus: Extend beyond the immediate team and improve predictability.

• Assess People, Process, Cadence and Structure across non-direct support functions
• Review the install base, target customers and partner landscape
• Develop a 12-month regional business plan with clear milestones and actions
• Present the plan to your manager and regional leadership
• Evaluate pipeline quality and forecasting rigour, identifying short- and long-term improvement opportunities

Days 61–90 – Plan, Align, Prepare to Scale

Focus: Set direction and build momentum.

• Identify initial hiring needs and confirm start dates
• Partner with Marketing and Channels to identify whitespace across existing customers, new logo opportunities, and accounts with compliance or governance-driven Identity Security needs
• Complete “Sailing Master” and “Quarter Master” enablement badges

6 Months – Optimise and Demonstrate Impact

Focus: Execution quality and measurable improvement.

• Develop a 3-year regional plan with clear milestones and priorities
• Refine People, Process, Cadence and Structure to support sustained growth
• Demonstrate tangible improvements in execution, process and/or results
• Complete “Captain” enablement badge

12 Months – Scale with Confidence

Focus: Sustained performance and forward momentum.

• Be on track against established plans with a strong foundation for growth
• Refresh the 3-year plan based on current performance and market conditions
• Reassess and strengthen People, Process, Cadence and Structure across direct and indirect teams
• Maintain strong forecasting discipline with consistent accuracy
• Partner with Marketing and Channels to expand whitespace, new logo and compliance-driven opportunities
• Maintain pipeline coverage of at least 3x quota