Inside Sales Representative - Azul Prime

The Role

As an Inside Sales Representative – Prime, you will be responsible for generating and progressing Prime opportunities from initial engagement through trial and, in many cases, close in close collaboration with the field Account Executive. This role blends inside selling with proactive pipeline generation and is ideal for a seller who wants meaningful deal ownership without being limited to meeting-setting.

You will carry:

A pipeline generation quota

A shared revenue quota with your assigned Account Executive

What You’ll Do (aka Responsibilities)

Pipeline Generation

Proactively source new Prime opportunities through outbound prospecting and inbound lead follow-up

Identify expansion and upsell opportunities within existing Azul accounts

Partner with Marketing & Channel on campaign follow-up and account-based outreach

Own & Progress Prime Opportunities

Co-manage a book of Prime opportunities from qualification through trial and close

Lead discovery conversations to understand customer pain, technical environment, and Prime value drivers

Drive opportunities to Prime trials, coordinating with Sales Engineering and your AE

Maintain deal momentum through structured follow-ups, clear next steps, and strong customer engagement

Revenue & Closing Responsibility

Close Prime deals independently where appropriate, and co-sell larger opportunities with your AE

Support pricing, negotiation, and procurement processes for Prime opportunities

Collaborate with Account Executive to provide up to date deal status in SFDC and accurate forecasting of business.

Cross-Functional Collaboration

Work closely with your assigned AE to align on account strategy, deal ownership, and revenue goals

Partner with Sales Engineering to support trials and technical validation

Provide feedback to Product and Marketing on Prime positioning, objections, and competitive insights

What You'll Bring (Experience, Skills)

2–5+ years of experience in an Inside Sales, Account Executive (SMB/Commercial), OR experience as a Senior Business Development Representative

Demonstrated experience owning opportunities and carrying a revenue quota

Full sales cycle and sales closing experience

Comfortable leading customer conversations from discovery through close

Ability to engage both business and technical stakeholders (developers, architects, IT leaders)

Strong forecasting, CRM hygiene, and deal management skills

Self-starter mindset with strong accountability and ownership

Nice to Have (aka Preferred experience and knowledge)

Experience selling technical SaaS, infrastructure, or developer-focused products

Familiarity with Java, cloud platforms, or enterprise IT environments

Experience closing transactional or mid-market deals