Regional Pipeline Manager

About SailPoint

SailPoint is a recognized leader in identity security, serving a large global customer base that includes a significant share of the Fortune 500 and ASX 50. The company is known for helping organizations answer critical questions about access to applications and data, with identity security positioned as a core control point for enterprise risk management. SailPoint also highlights a long track record of being voted among the best places to work.

Role Overview

The Regional Pipeline Manager will play a strategic, execution-focused role in strengthening operational discipline and performance across the global go-to-market organization. This position works across Sales, Marketing, Sales Development, and Partners to convert strategy into measurable execution and business results.

The role owns cross-functional demand planning, performance cadences, and strategic initiatives that improve pipeline creation, sales productivity, and revenue outcomes. It is intended for someone who acts as a business partner, identifies root causes, recommends improvements, and helps drive change rather than simply tracking tasks. The role is highly visible and regularly interacts with executive leadership.

Key Responsibilities

• Develop and manage a centralized demand plan spanning Sales, Marketing, SDR, and Partner teams.
• Run cross-functional planning sessions to align pipeline coverage, capacity, and targets.
• Spot gaps in pipeline generation and propose corrective actions.
• Hold stakeholders accountable for pipeline contribution and execution.
• Own recurring operating rhythms such as weekly, monthly, and quarterly business reviews.
• Create consistent metrics and performance frameworks for the GTM organization.
• Turn data into clear business insights, narratives, and action plans.
• Work with leadership to identify risks and opportunities early.
• Analyze business results to understand root causes, not just report outcomes.
• Recommend changes that shape territory strategy, coverage models, pipeline strategy, and execution.
• Prepare executive-level presentations with clear storylines and recommended next steps.
• Serve as a trusted advisor to senior leaders on improving revenue outcomes.
• Design and operationalize global and regional sales plays.
• Coordinate execution across Sales, SDR, Marketing, and Partners.
• Track adoption and effectiveness, then refine programs based on results.
• Lead cross-functional initiatives that lift productivity and revenue performance.

Required Experience

• At least 10 years of experience in Revenue Operations, Sales Operations, or GTM Strategy, with Sales Operations preferred.
• Direct experience working with Sales, Marketing, SDR, and Partner organizations.
• Proven track record of evaluating business performance and advising strategic changes.
• Strong executive communication and presentation ability.
• Experience leading operational cadences such as forecasting, pipeline reviews, QBRs, and planning cycles.
• Ability to influence multiple senior stakeholders without formal authority.

Preferred Experience

• Background in enterprise B2B SaaS.
• Experience supporting global field sales teams.
• Exposure to designing or running sales plays and pipeline programs.
• Familiarity with CRM and analytics tools such as Salesforce and BI platforms.

Key Competencies

• Strategic thinking with a hands-on approach
• Structured problem solving
• Data-driven storytelling
• Cross-functional influence
• Strong ownership and accountability
• Continuous improvement mindset
• Willingness to challenge existing ways of working

Travel

Travel may be required based on business needs.

Success Measures

• Sales leaders trust your insights and proactively involve you in decisions.
• Cross-functional teams operate from one aligned plan instead of isolated efforts.
• Programs generate measurable gains in pipeline, conversion, or productivity.
• Leadership uses your recommendations to guide business decisions.

First 30 Days

• Build a solid understanding of SailPoint’s mission, strategy, GTM approach, and identity security market context.
• Learn how pipeline is created and converted across Sales, Marketing, Sales Development, and Partners.
• Establish relationships with key stakeholders across sales, marketing, SDR leadership, partner teams, RevOps, and regional field teams.
• Observe current pipeline reviews, forecast calls, QBRs, and GTM planning sessions.
• Become comfortable with the systems used for pipeline and performance analysis, including Salesforce, Tableau, forecasting tools, and marketing analytics platforms.
• Review historical performance to understand what has driven success or friction in the revenue engine.

Within 60 Days

• Start partnering with Sales, Marketing, SDR, and Partner teams on a centralized pipeline generation plan tied to revenue goals.
• Identify early improvement opportunities through pipeline coverage, conversion, deal velocity, and regional trend analysis.
• Contribute insights and recommendations in pipeline reviews, QBRs, and revenue leadership discussions.
• Support the design and coordination of cross-functional sales plays or pipeline acceleration efforts.
• Help ensure GTM programs, campaigns, and sales motions align with shared revenue objectives.
• Translate pipeline and performance data into executive-ready insights and narratives.

Within 90 Days

• Take ownership of coordinating the centralized demand plan across Sales, Marketing, SDR, and Partners.
• Help lead performance cadences by presenting insights, identifying gaps, and recommending actions.
• Launch or improve sales plays and pipeline acceleration programs aimed at better pipeline generation, conversion, or deal velocity.
• Establish yourself as a trusted advisor by identifying what is limiting pipeline growth or bookings performance.
• Deliver clear, data-backed presentations that highlight trends, risks, and opportunities.
• Continuously improve pipeline programs and performance processes to increase predictability, alignment, and sales productivity.

Equal Opportunity

SailPoint is an equal opportunity employer and considers all qualified applicants without discrimination based on protected characteristics under applicable law.

Accommodation Support

Candidates who need a reasonable accommodation to complete the application process may request assistance by contacting the company through the provided accommodation channels. Unsolicited resumes sent to that contact are not considered for open roles.