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, 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.
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.
About the Role
SailPoint is looking for a strategic and execution-oriented Regional Pipeline Manager to help drive operational rigor, alignment, and performance across our global go-to-market organization.
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.
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 business partner who diagnoses problems, recommends change, and leads improvement.
This is a highly visible role that regularly interfaces with executive leadership and influences how the business runs.
What You’ll Do
Drive GTM Alignment & Demand Planning
Build and manage the centralized demand plan across Sales, Marketing, SDR, and Partner organizations
Facilitate cross-functional planning sessions to align pipeline coverage, capacity, and targets
Identify gaps in pipeline generation and recommend corrective strategies
Ensure accountability across stakeholders for pipeline contribution and execution
Lead Performance Management Cadences
Own and run operational cadences (weekly, monthly, quarterly business reviews)
Establish standard metrics and performance frameworks across the GTM organization
Translate data into clear business narratives and actions
Partner with leadership to proactively identify performance risks and opportunities
Deliver Strategic Insights & Recommendations
Analyze business performance to uncover root causes, not just report outcomes
Develop recommendations that influence territory strategy, coverage models, pipeline strategy, and execution
Provide executive-level presentations with clear storylines and action plans
Act as a thought partner to senior leaders on how to improve revenue outcomes
Execute Sales Plays & Strategic Programs
Design and operationalize global and regional sales plays
Coordinate execution across Sales, SDRs, Marketing, and Partners
Monitor adoption and effectiveness and iterate based on performance
Lead cross-functional initiatives that improve productivity and revenue performance
What Success Looks Like:
Sales leaders trust your insights and proactively seek your input
Cross-functional teams operate from a single plan instead of siloed efforts
Programs drive measurable improvements in pipeline, conversion, or productivity
Executives use your recommendations to make business decisions
Required Experience
10+ years in Revenue Operations, Sales Operations, or GTM Strategy (Sales Ops preferred)
Experience partnering directly with Sales, Marketing, SDR, and Partner organizations
Demonstrated history of analyzing business performance and recommending strategic changes
Strong executive communication and presentation skills
Experience running operational cadences (forecast, pipeline, QBRs, planning cycles)
Proven ability to influence without authority across multiple senior stakeholders
Preferred Experience
Enterprise B2B SaaS experience
Experience supporting global field sales organizations
Experience designing or running sales plays / pipeline programs
Familiarity with CRM and analytics ecosystems (Salesforce, BI tools, etc.)
Key Competencies
Strategic thinker who operates hands-on
Structured problem solver
Data storyteller
Cross-functional influencer
Driver of accountability and continuous improvement
Comfortable challenging the status quo
Travel
Travel Required as per business needs.
The Path to Success:
Within the First 30 Days
SailPoint Overview: Develop a strong understanding of SailPoint’s mission, strategy, GTM motion, and identity security market landscape.
Revenue Engine Familiarization: Learn how SailPoint generates and converts pipeline across Sales, Marketing, Sales Development, and Partners. Understand key revenue drivers, pipeline sources, and performance metrics.
Stakeholder Alignment: Build relationships with key stakeholders including Sales leadership, Marketing, SDR leadership, Partner organization, RevOps, and regional field teams.
Performance Cadence Observation: Attend and observe existing pipeline reviews, forecast calls, QBRs, and GTM planning sessions to understand how the business currently monitors performance.
Tooling & Data Systems: Become proficient with the core systems used to analyze pipeline and performance (e.g., Salesforce, Tableau, forecasting tools, marketing analytics platforms).
Historical Performance Review: Analyze historical pipeline creation, conversion trends, and sales program performance to understand what has historically driven success or created friction in the revenue engine.
Within 60 Days
Demand Planning Partnership: Begin partnering with Sales, Marketing, SDR, and Partner teams to contribute to a centralized pipeline generation plan aligned to revenue targets.
Pipeline Diagnostics: Identify early opportunities for improvement by analyzing pipeline coverage, conversion rates, deal velocity, and regional performance trends.
Performance Management Support: Start contributing insights and recommendations within pipeline reviews, QBRs, and revenue leadership meetings.
Sales Play Development: Support the design and coordination of cross-functional sales plays or pipeline acceleration initiatives aligned to company priorities.
Cross-Functional Alignment: Facilitate collaboration across GTM teams to ensure pipeline programs, campaigns, and sales motions are aligned to shared revenue objectives.
Executive Insight Development: Begin translating pipeline and performance data into clear insights and narratives that inform leadership decision-making.
Within 90 Days
Pipeline Orchestration Ownership: Lead the coordination of the centralized demand plan across Sales, Marketing, SDR, and Partners to ensure alignment with revenue targets.
Performance Cadence Leadership: Help drive core performance cadences (pipeline reviews, QBRs, and planning sessions) by delivering insights, identifying performance gaps, and recommending corrective actions.
Sales Program Execution: Launch or optimize sales plays and pipeline acceleration programs designed to improve pipeline generation, conversion rates, or deal velocity.
Revenue Diagnostics: Establish yourself as a trusted advisor to GTM leadership by proactively identifying what is limiting pipeline growth or bookings performance.
Executive Communication: Deliver clear, data-driven presentations to leadership that highlight performance trends, risks, and opportunities to improve revenue outcomes.
Continuous Improvement: Continuously refine pipeline programs and performance management processes to improve predictability, cross-functional alignment, and sales productivity.
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 applicationassistance@sailpoint.com 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.