Vice President, Corporate Development

VP, Corporate Development 

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. We harness the power of AI and machine learning, delivering the central control point for risk management for the enterprise. 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 a Gartner leader, high-growth Identity Security SaaS organization: the only company with a multi-tenant, micro services-built SaaS IGA solution and AI and machine learning Identity Security platform. Organizations don’t know what data they have; let alone where it resides and crucially, and we help them answer those key questions. Identity security is the central control point for risk management for the enterprise: the easiest way to implement your digital transformation faster and reduce risk. 

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.   

The Role: 

The VP, Corporate Development will work with executive leadership to help devise growth strategies and lead and execute strategic transactions. You will be responsible for planning and managing inorganic growth and expansion initiatives, acquisition opportunities, M&A transactions, strategic partnerships, divestitures, and other strategic investments and projects. You will report to the SVP of Corporate Strategy and Product Operations and will play a key role in supporting the company’s growth, strategic expansion, and market leadership in identity management. Your work will span the lifecycle across inorganic strategy development, target sourcing, evaluation and engagement, business planning, deal execution, and post-deal integration. You will collaborate cross-functionally with senior executives and strategy, product, engineering, sales, finance, legal, marketing, HR, and other business functions to drive planning, coordinate execution, and realize value and opportunities for the business. You will be expected to already have durable relationships with entrepreneurs, investors, investment bankers, and other key stakeholders in cybersecurity, as well as the ability to build more ecosystem relationships. 

Responsibilities: 

• Lead all corporate development efforts including strategy development, target sourcing, pipeline generation, and deal execution 

• Create and manage a pipeline of potential investment, joint venture, and acquisition opportunities 

• Identify and evaluate inorganic growth and expansion opportunities and potential targets, in collaboration with executive management, cross-functional teams, and relationships in the ecosystem 

• Stay on top of M&A trends within the identity management sector, and cybersecurity more broadly 

• Develop business plans for acquisitions and strategic investments (e.g., business case, value drivers, cross-functional synergies) and work with internal partners to build financial analyses and models to evaluate potential transactions 

• Develop and present high-quality recommendations and deliverables for executive reviews and contribute to associated acquisition strategy and execution discussions 

• Manage relationships and processes with target companies and external parties (e.g., bankers, VCs) 

• Act as a central deal lead for M&A transactions and strategic investments and project-manage deal planning, valuation, negotiation, structuring, LOI/term sheet, due diligence, and other parts of deal execution with key stakeholders 

• Lead the negotiation of transaction terms and conditions. Lead, jointly with our Legal team, the structuring and negotiation of legal documents (e.g., Indication of Interest, Term Sheet, Letter of Intent, Asset Purchase Agreement/Stock Purchase Agreement, etc.) 

• Collaborate across business functions (product, engineering, sales, finance, legal, marketing, people, etc) to gather the right information, pressure test business cases, co-create deliverables, accelerate execution and unlock value 

• Orchestrate integration planning and management with a cross-functional team, focusing on key value drivers, integration initiatives, and KPI management 

Qualifications: 

• Bachelor’s degree with strong academic performance 

• 10+ years of work experience in corporate development, M&A, and/or venture capital required 

• Must have strong domain expertise and experience in the cybersecurity industry 

• Prior background in investment banking is preferred 

• Extensive deal management experience and strong command of the M&A processes, including strategic evaluation, negotiation, structuring, due diligence and execution. Preferably also experience in integration planning and post-close integration management 

• Pre-existing relationship network in the cybersecurity industry (entrepreneurs, bankers, VCs etc) and with Silicon Valley companies strongly preferred 

• Strong analytical and financial skills to work on complex business issues, business modeling and valuation and ability to present, articulate, and defend analysis with key stakeholders 

• Effective at building relationships, collaborating, and influencing others; experience working and negotiating with senior executives and cross-functional teams 

• Strong communicator, able to convey complex ideas in a clear, concise manner both verbally and in writing; comfort in both business and technical discussions 

• Strong executive presence and exceptional interpersonal communications skills enabling you to collaborate and be influential at all levels, combined with being comfortable providing strategic and tactical advice to executive leadership 

• A desire to lead an active, global cross functional deal team which regularly engages with broad groups of internal and external stakeholders 

• Strong project and process management skills to lead end to end efforts and drive to outcomes