This is a UK-based remote role. You will be required to interview in person.
About SailPoint
SailPoint is defining the next era of identity security, turning complex enterprise protection into a massive business enabler. Consistently recognized as a global enterprise leader by top industry analysts and named a Gartner Peer Insights Customers Choice, our unified, AI-powered platform seamlessly secures both the Human Fabric of the workforce and the Agentic Fabric of AI and non-human identities.
Built on core principles like zero-standing privilege and contextualized risk, our platform eliminates security blind spots and transforms identity from a vulnerability into a strategic competitive advantage. Today, we are trusted by some of the largest, most complex organizations in the world to deliver intelligent, autonomous identity security at scale.
About the Role
As a Deal Strategy Analyst (Deal Advisor), you will act as a pivotal strategist and tactician supporting our EMEA sales organization. You will serve as the central point of contact for sales representatives, sales leadership, legal/contracts, and finance to structure, review, and approve standard and complex commercial transactions. In this role, you will advise sales teams on pricing strategies, margins, discounting guardrails, and non-standard terms, while ensuring operational efficiency and governance across all quotes generated in Salesforce CPQ.
About the Team
You will join a high-performing EMEA Deal Desk team distributed across the UK and mainland Europe. The team operates as an internal center of excellence and trusted advisory partner to sales leadership, guiding deals from opportunity development to signature. We foster a collaborative, supportive environment where autonomy, critical thinking, and creative problem-solving are valued.
Roadmap for Success
30 days:
- Complete SailPoint onboarding and gain a comprehensive understanding of company culture, internal systems, and operational processes.
- Develop foundational knowledge of SailPoint’s identity security product suite, subscription licensing models, and pricing guides.
- Shadow team members on daily quote reviews, Salesforce CPQ workflows, and approval routing.
- Establish working relationships with regional sales representatives, Legal/Contracts, and Finance partners.
60 days:
- Independently manage standard quote requests and pricing exception requests for assigned EMEA territories.
- Validate commercial terms, discounting structures, billing schedules, and partner margin requirements against established corporate guidelines.
- Partner with the Contracts team to verify non-standard legal language and terms on generated quotes.
- Assist sales reps with Salesforce CPQ tool navigation, troubleshooting quote configurations, and adhering to best practices.
90 days:
- Take full ownership of Deal Desk support for designated sales teams across EMEA (including Northern EMEA and DACH regions).
- Structure complex, multi-year subscription transactions and present non-standard approval requests to sales and finance leadership.
- Monitor opportunity stages in Salesforce to verify quote accuracy and assist with quarterly pipeline and forecast integrity.
- Conduct post-close audit reviews to verify contract records, SKUs, and support entitlements are accurately captured.
6 months:
- Act as a strategic deal advisor, proactively collaborating with Account Executives and Sales Directors on high-value negotiation strategies and commercial packaging.
- Deliver CPQ and pricing enablement sessions to onboarded sales representatives across the region.
- Identify recurring bottlenecks in the deal cycle and recommend workflow enhancements to improve turnaround times and governance.
1 year:
- Serve as a subject matter expert on EMEA commercial strategy, complex deal mechanics, and new product introduction (NPI) rollouts.
- Partner with global Deal Desk peers to refine global pricing policies, discounting thresholds, and CPQ system enhancements.
- Mentor and onboard incoming team members, contributing to team enablement resources and documentation.
Requirements
- Bachelors degree in related field, or equivalent professional experience.
- 2 to 5 years of experience in Deal Desk, Sales Operations, Commercial Strategy, or Pricing within a fast-paced SaaS software environment.
- Proven hands-on experience using CRM systems (Salesforce.com) and Configure, Price, Quote tools (Salesforce CPQ).
- Strong analytical, mathematical, and critical thinking skills with proficiency in Microsoft Excel.
- Demonstrated ability to manage competing priorities and tight deadlines at quarter-end with high attention to detail.
- Exceptional communication and stakeholder management skills across diverse cultures and organizational levels.
Preferred Skills
- Professional working proficiency or fluency in German is an advantage.
- Prior experience handling both perpetual-to-SaaS conversions and cloud subscription pricing models.
Benefits
At SailPoint, we empower businesses to take control of identity security—and we do the same for our people. Whether you're engineering solutions, advising customers, or accelerating business growth, you’ll expand your skills, collaborate with top talent, and grow with purpose. Benefits are dependent upon your country location however SailPoint provides:
- Competitive pay
- Medical, dental and vision plans
- Paid Holidays
- Career and growth opportunities
Please review this job description for accuracy and share the draft with the hiring manager for feedback and edits before posting on the careers site, ensuring a human is in the loop.
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 [email protected] 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.
