SailPoint Inc Q3 2026 Earnings Call Transcript

The following is excerpted from the question-and-answer section of the transcript.

Question: Joseph Gallo - Jefferies LLC - Analyst : Hey guys, thanks for the question and congrats on the $1 billion ARR milestone. That's a huge achievement. Obviously, agentic security will benefit your existing customers first. But can you just talk about the top of funnel pipeline with new logos? I mean IGA has been around for a while, but there's a huge opportunity there. Is agentic forcing people to reexamine their human identities as well?

Question: Joseph Gallo - Jefferies LLC - Analyst : Awesome. And then just as a follow-up, Brian, you've done a tremendous job with ARR beat and raises. I just wanted to double-click on 4Q. I mean you beat the first 2 quarters of the year by 2% approximately, 1% this past quarter. 4Q appears to be a modest acceleration in new business for ARR. I know there's moving parts, but just anything that we should think about, whether it was slip deals, FX or anything else just to gain comfort in the ramp into 4Q? thank you.

Question: Joseph Gallo - Jefferies LLC - Analyst : Great to hear, thank you.

Question: Rob Owens - Piper Jaffray Inc - Analyst : Great, good morning, guys, and, thank you for taking my question. Mark, you talked a little bit in your prepared remarks about this is a market defined by consolidation of point solutions. And I'd just like to hit on the consolidation theme, especially as we've seen a lot of adjacent vendors now starting to look at the IGA market. So I realize this has been relatively recent, but any market confusion from your sense, number one? And number two, maybe remind us why SailPoint has such a differentiated and defensible solution over the long run. As some of these other larger tech bellwethers start to play in IGA thanks.

Question: Rob Owens - Piper Jaffray Inc - Analyst : Great, thanks for the. LSEG STREETEVENTS | www.lseg.com | Contact Us consent of LSEG. 'LSEG' and the LSEG logo are registered trademarks of LSEG and its affiliated companies. DECEMBER 09, 2025 / 1:30PM, SAIL.OQ - Q3 2026 SailPoint Inc Earnings Call

Question: Gray Powell - BTIG LLC - Analyst : Great, thanks for taking the question. Yeah, so can you talk about the Savvy acquisition that you announced back in August, and I think that underpins the Accelerated Application Management products. So just like how does that impact a customer's time to get up and running on SailPoint? Are there any like finer points you can give there? And then to the extent that it's easing friction, is that something that can help you move down market?

Question: Gray Powell - BTIG LLC - Analyst : Got it. That was really helpful. Thanks for the detail and congratulations on the on the strong results.

Question: Ryan Lountzis - Morgan Stanley - Analyst : Hey everyone, This is Ryan Lountzis on for Meta Marshall. I guess just from a go-to-market standpoint, you've announced multiple new product offerings and a new flex pricing model. And so I'm just curious if you could provide some additional color around how ramping sales personnel in these new products and initiatives more broadly has trended thus far, and maybe just kind of how you're thinking about sale firing going forward? thanks.

Question: Jonathan Ruykhaver - Cantor Fitzgerald LP - Analyst : Yes, good morning, and thank you, I'm wondering if you could touch a little bit more on the success you called out with data security. I would assume that the attach rate could be quite high on agent identity, but I realize it's still early in that journey. So maybe just touch on the use cases driving that success. And just from a big picture viewpoint, we hear a lot of identity companies talk about the importance to data as it relates to identity security. Can you just touch on that strategy at SailPoint as well? Thanks.

Question: Jonathan Ruykhaver - Cantor Fitzgerald LP - Analyst : Yeah, very helpful, thank you.

Question: Shrenik Kothari - Robert W. Baird & Co Inc - Analyst : Hey, yeah, congrats. So you did address the newly launched product traction, which is very impressive. I would like to talk double-click into the Observability & Insights. You described as fabric, of course, that stitches the telemetry across systems. Can you just walk us through how customers are using or looking to use that in practice? What's the monetization model there? And structurally, does this give you leverage to embed into broader SOC workflows and capture that wallet share as well? LSEG STREETEVENTS | www.lseg.com | Contact Us consent of LSEG. 'LSEG' and the LSEG logo are registered trademarks of LSEG and its affiliated companies. DECEMBER 09, 2025 / 1:30PM, SAIL.OQ - Q3 2026 SailPoint Inc Earnings Call

Question: Shrenik Kothari - Robert W. Baird & Co Inc - Analyst : Great, very helpful caller, thanks a lot.

Question: Matt Hedberg - RBC Capital Markets - Analyst : Hey guys, good morning. Thanks for taking my question congrats on the results from me as well. Brian, I realize you're not giving any sort of perspective on fiscal '27 yet. You guys are still close on 4Q. But any sort of like high-level thoughts or guide rails on kind of how you're kind of approaching the new year, whether it be growth or margins or anything like that, that would help us?

Question: Junaid Siddiqui - Truist Securities - Analyst : Great, good morning and thank you for taking my question you've talked about significant customer interest in your Agent Identity Security solution. My question is, what hurdles do you potentially anticipate in customer adoption of agentic AI for identity security? And how are you preparing organizations to trust AI-driven identity decisions at scale?

Question: Junaid Siddiqui - Truist Securities - Analyst : Great thank you so much that's very helpful.

Question: Todd Weller - Stephens Inc - Analyst : Thanks, I'll echo the congratulations. Look, a robust set of new capabilities were launched at Navigate. Could you also talk about the potential for those to be a catalyst to drive more SaaS migrations? And then the second question would be last quarter, you talked about seeing an acceleration in legacy displacements. Just wanted to see if there was an update on what you're seeing there.

Question: Ben Bollin - Cleveland Research Co LLC - Analyst : Good morning, everyone. Thank you for taking the question you touched a little bit on some pieces. But when you look at Non-Employee Risk Management, Data Access and Machine Identity, you mentioned that doubled year-over-year. Can you talk about the contribution to ARR? Where does that stand today? And how do you think about that progression looking forward? And then a follow-up on flex, what the duration of those contracts look like versus traditional deals? And how do the unit economics differ for the customer? Thank you. LSEG STREETEVENTS | www.lseg.com | Contact Us consent of LSEG. 'LSEG' and the LSEG logo are registered trademarks of LSEG and its affiliated companies. DECEMBER 09, 2025 / 1:30PM, SAIL.OQ - Q3 2026 SailPoint Inc Earnings Call

Question: Gregg Moskowitz - Mizuho Securities USA LLC - Analyst : Alright, thank you for taking the question, Mark, I wanted to ask about your just-in-time capabilities and how additive you think they will be going forward to your customers and to SailPoint's business more broadly. Also how valuable will JIT be when it comes to agentic protection? Thanks.

Question: Gregg Moskowitz - Mizuho Securities USA LLC - Analyst : Great thanks Mark.