Regional Pipeline Manager at SailPoint
Australia
<p>SailPoint is the <a href="https://www.sailpoint.com/press-releases/sailpoint-2024-gartner-peer-insights-customers-choice" target="_blank" rel="noopener noreferrer"><span>leader in Identity Security</span></a>. 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.</p><p></p><p>We are recognized by analysts such as Gartner, Forrester and KuppingerCole 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.</p><p>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.</p><p></p><p><b>About the Role</b></p><p></p><p>SailPoint is looking for a strategic and execution-oriented <b><span>Regional Pipeline Manager</span></b> to help drive operational rigor, alignment, and performance across our global go-to-market organization.</p><p>This role sits at the intersection of Sales, Marketing, Sales Development, and Partners, and is responsible for turning strategy into execution — and execution into measurable business impact.</p><p></p><p>You will own cross-functional demand planning, performance cadences, and strategic programs that improve pipeline creation, sales productivity, and revenue outcomes. The right candidate is not an order-taker or project tracker; they are a <b><span>business partner who diagnoses problems, recommends change, and leads improvement.</span></b></p><p></p><p>This is a highly visible role that regularly interfaces with executive leadership and influences how the business runs.</p><p></p><p><b>What You’ll Do</b></p><p></p><p><b>Drive GTM Alignment & Demand Planning</b></p><p></p><ul><li><p>Build and manage the centralized demand plan across Sales, Marketing, SDR, and Partner organizations</p></li><li><p>Facilitate cross-functional planning sessions to align pipeline coverage, capacity, and targets</p></li><li><p>Identify gaps in pipeline generation and recommend corrective strategies</p></li><li><p>Ensure accountability across stakeholders for pipeline contribution and execution</p></li></ul><p></p><p><b>Lead Performance Management Cadences</b></p><p></p><ul><li><p>Own and run operational cadences (weekly, monthly, quarterly business reviews)</p></li><li><p>Establish standard metrics and performance frameworks across the GTM organization</p></li><li><p>Translate data into clear business narratives and actions</p></li><li><p>Partner with leadership to proactively identify performance risks and opportunities</p></li></ul><p></p><p><b>Deliver Strategic Insights & Recommendations</b></p><p></p><ul><li><p>Analyze business performance to uncover root causes, not just report outcomes</p></li><li><p>Develop recommendations that influence territory strategy, coverage models, pipeline strategy, and execution</p></li><li><p>Provide executive-level presentations with clear storylines and action plans</p></li><li><p>Act as a thought partner to senior leaders on how to improve revenue outcomes</p></li></ul><p></p><p></p><p><b>Execute Sales Plays & Strategic Programs</b></p><p></p><ul><li><p>Design and operationalize global and regional sales plays</p></li><li><p>Coordinate execution across Sales, SDRs, Marketing, and Partners</p></li><li><p>Monitor adoption and effectiveness and iterate based on performance</p></li><li><p>Lead cross-functional initiatives that improve productivity and revenue performance</p></li></ul><p></p><p><b>What Success Looks Like:</b></p><p></p><ul><li><p>Sales leaders trust your insights and proactively seek your input</p></li><li><p>Cross-functional teams operate from a single plan instead of siloed efforts</p></li><li><p>Programs drive measurable improvements in pipeline, conversion, or productivity</p></li><li><p>Executives use your recommendations to make business decisions</p></li></ul><p></p><p><b>Required Experience</b></p><p></p><ul><li><p>10+ years in Revenue Operations, Sales Operations, or GTM Strategy (Sales Ops preferred)</p></li><li><p>Experience partnering directly with Sales, Marketing, SDR, and Partner organizations</p></li><li><p>Demonstrated history of analyzing business performance and recommending strategic changes</p></li><li><p>Strong executive communication and presentation skills</p></li><li><p>Experience running operational cadences (forecast, pipeline, QBRs, planning cycles)</p></li><li><p>Proven ability to influence without authority across multiple senior stakeholders</p></li></ul><p></p><p><b>Preferred Experience</b></p><p></p><ul><li><p>Enterprise B2B SaaS experience</p></li><li><p>Experience supporting global field sales organizations</p></li><li><p>Experience designing or running sales plays / pipeline programs</p></li><li><p>Familiarity with CRM and analytics ecosystems (Salesforce, BI tools, etc.)</p></li></ul><p></p><p><b>Key Competencies</b></p><p></p><ul><li><p>Strategic thinker who operates hands-on</p></li><li><p>Structured problem solver</p></li><li><p>Data storyteller</p></li><li><p>Cross-functional influencer</p></li><li><p>Driver of accountability and continuous improvement</p></li><li><p>Comfortable challenging the status quo</p></li></ul><p></p><p><b>Travel</b></p><p></p><ul><li><p>Travel Required as per business needs.</p></li></ul><p></p><p></p><p><b>The Path to Success:</b></p><p></p><p><b>Within the First 30 Days</b></p><ul><li><p><b>SailPoint Overview:</b> Develop a strong understanding of SailPoint’s mission, strategy, GTM motion, and identity security market landscape.</p></li><li><p><b>Revenue Engine Familiarization:</b> Learn how SailPoint generates and converts pipeline across Sales, Marketing, Sales Development, and Partners. Understand key revenue drivers, pipeline sources, and performance metrics.</p></li><li><p><b>Stakeholder Alignment:</b> Build relationships with key stakeholders including Sales leadership, Marketing, SDR leadership, Partner organization, RevOps, and regional field teams.</p></li><li><p><b>Performance Cadence Observation:</b> Attend and observe existing pipeline reviews, forecast calls, QBRs, and GTM planning sessions to understand how the business currently monitors performance.</p></li><li><p><b>Tooling & Data Systems:</b> Become proficient with the core systems used to analyze pipeline and performance (e.g., Salesforce, Tableau, forecasting tools, marketing analytics platforms).</p></li><li><p><b>Historical Performance Review:</b> Analyze historical pipeline creation, conversion trends, and sales program performance to understand what has historically driven success or created friction in the revenue engine.</p></li></ul><p></p><p><b>Within 60 Days</b></p><ul><li><p><b>Demand Planning Partnership:</b> Begin partnering with Sales, Marketing, SDR, and Partner teams to contribute to a centralized pipeline generation plan aligned to revenue targets.</p></li><li><p><b>Pipeline Diagnostics:</b> Identify early opportunities for improvement by analyzing pipeline coverage, conversion rates, deal velocity, and regional performance trends.</p></li><li><p><b>Performance Management Support:</b> Start contributing insights and recommendations within pipeline reviews, QBRs, and revenue leadership meetings.</p></li><li><p><b>Sales Play Development:</b> Support the design and coordination of cross-functional sales plays or pipeline acceleration initiatives aligned to company priorities.</p></li><li><p><b>Cross-Functional Alignment:</b> Facilitate collaboration across GTM teams to ensure pipeline programs, campaigns, and sales motions are aligned to shared revenue objectives.</p></li><li><p><b>Executive Insight Development:</b> Begin translating pipeline and performance data into clear insights and narratives that inform leadership decision-making.</p></li></ul><p></p><p><b>Within 90 Days</b></p><ul><li><p><b>Pipeline Orchestration Ownership:</b> Lead the coordination of the centralized demand plan across Sales, Marketing, SDR, and Partners to ensure alignment with revenue targets.</p></li><li><p><b>Performance Cadence Leadership:</b> Help drive core performance cadences (pipeline reviews, QBRs, and planning sessions) by delivering insights, identifying performance gaps, and recommending corrective actions.</p></li><li><p><b>Sales Program Execution:</b> Launch or optimize sales plays and pipeline acceleration programs designed to improve pipeline generation, conversion rates, or deal velocity.</p></li><li><p><b>Revenue Diagnostics:</b> Establish yourself as a trusted advisor to GTM leadership by proactively identifying what is limiting pipeline growth or bookings performance.</p></li><li><p><b>Executive Communication:</b> Deliver clear, data-driven presentations to leadership that highlight performance trends, risks, and opportunities to improve revenue outcomes.</p></li><li><p><b>Continuous Improvement:</b> Continuously refine pipeline programs and performance management processes to improve predictability, cross-functional alignment, and sales productivity.</p></li></ul><p></p><p></p><p></p><p>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. </p><p></p><p>Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact <span style="overflow-wrap: break-word; display: inline; text-decoration: inherit; hyphens: auto;">applicationassistance@sailpoint.com</span> or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable <span style="overflow-wrap: break-word; display: inline; text-decoration: inherit; hyphens: auto;">accommodations. </span> NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.</p>
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