Director and Deal Architect

The newly formed Deal Architecture team will be instrumental in shaping and executing SailPoint’s strategy to write complex agreements for SailPoint’s identity security offerings - at the right price and at scale.  
 
As our first ever Deal Architect, you will play a pivotal role in shaping SailPoint's future by structuring deals that drive both profitability and customer satisfaction.  You will be responsible for structuring deal shapes driving revenue and optimized for profitability, favorable accounting treatment, risk mitigation, expansion potential, and operational feasibility. You will do so by understanding the customers’ specific needs, selecting the right SailPoint product set necessary to meet those needs to achieve competitive differentiation, and structuring agreement/commercial terms which drive sound economics for both SailPoint and its customers. You’ll be central to cross-functional efforts (e.g., across Sales, Product, Contracts, Finance/Accounting, and Revenue Operations) that will see through these agreements from strategy to execution.  

This role has global responsibility, is highly customer facing, and will work closely with SailPoint customers and sales leaders.  You will be a direct report to the Vice President, Deal Pursuit.  In your first six months, you’ll invest time getting to know SailPoint’s product, contracting motion, crew, and pricing strategy while rolling up your sleeves and working deals as you learn. 

The ideal candidate will possess a deal strategist and negotiator background and experience in enterprise technology sales in a recurring revenue business model. Initially this will be a hands-on, senior level individual contributor role, eventually growing and leading a team as the function matures.   
 

If you’re passionate about outsmarting cybercriminals and working at a company where you can truly have an impact, come join us having fun doing hard things with good people. Smart Jerks need not apply. 
 

 
Responsibilities 

• Create, shape, and grow a new deal monetization function in a high growth technology company. 

• Develop transaction-specific strategies and deal constructs that help us address customers’ unique requirements and win deals at the right price and at scale. 

• Construct deal shapes that Improve our transaction level profitability, increase upsell opportunities, and maximize renewal value. 

• Engage in high-stakes customer negotiations, including commercial aspects of the deal structure, understanding the impact of business terms and pricing, and being agile enough to flex and provide alternative solutions when necessary.   

• Engage senior leadership and customers to help drive decision making. 

• Collaborate cross-functionally to proactively address complex challenges (provide field tested feedback on GTM/sales strategy, pricing policies, sales plays, etc. and contribute to field enablement activities). 

• Inspire and influence internal stakeholders, experts and other resources not under direct control, proactively removing obstacles to drive deal momentum and deliver seamless execution. 

• Serve as a trusted adviser for the Sales team on key deal structuring; advise on alternatives, possible ramifications, or value propositioning to help guide deal closures 

Preferred qualifications: 
 

• Demonstrated success in structuring, negotiating, and closing large-scale, high-impact B2B enterprise technology deals on a quarterly cadence.   

• An aptitude for strategic thinking, thought leadership based on seasoned application of commercial and business acumen. 

• Ability to take complex scenarios and simplify them down to the essentials while building consensus across broad stakeholder groups. 

• Ability to work in fast-paced environments with ambiguous problems. 

• Ability to work with C-suite/senior leaders internally as well as with customers. 

• Excellent project management, presentation, and communication skills. 

• Ability to grow, nurture, and coach emerging talent, both direct reports and in a matrixed environment.   

• People management experience.   

• Demonstrated ability to inspire, lead and influence cross-functionally  

• Open-minded to bountiful nautical references