Inside Sales Representative

Wasabi Technologies; Phoenix (AZ); On-site; USD 90,000 - 110,000; Full time

Job summary

Wasabi Technologies seeks an Inside Sales Representative to join the West Sales Pod. The role focuses on managing and closing Mid-Market opportunities ($50M-$500M in revenue) and partnering with resellers to drive revenue. Travel within the region is expected; strong pipeline development is required.

The candidate should have 3–4 years inside sales experience and a degree, with proficiency in Salesforce and modern sales tools. This is a remote-friendly position based in the US.

Qualifications

• Bachelor’s degree required, preferably in Business or related field.
• 3-4 years of successful inside sales experience in technology/cloud sectors.
• Proven ability to manage a sales pipeline, forecast accurately, and close deals.

Responsibilities

• Manage and close SQLs, including opportunity management and forecasting.
• Generate and grow pipeline through BD-sourced leads and channel partners.
• Serve as a consultative resource to understand storage needs and timelines.
• Identify and close opportunities to expand existing customer relationships.
• Maintain accurate CRM data in Salesforce and collaborate with CAMs.

Skills

Inside sales

Communication

Team collaboration

Remote work

Education

Bachelor's degree

Tools

Salesforce (SFDC)

Amplemarket

LinkedIn Sales Navigator

Crossbeam

GovSpend

Job description

At Wasabi, we're a proven collection of pioneers, visionaries and disruptive doers. We see things differently than our competitors, and we make our mark in the industry by challenging the norm and delivering the unexpected and improbable. We’re a fast-growing company taking the Cloud Storage industry by storm and recognized as one of the best places to work in Boston.

Wasabi hot cloud storage is a new class and category of cloud storage, breaking all traditional barriers and boundaries of storage with a disruptive value proposition of being 1/5th the cost of AWS S3, faster than the competition, with no fees for egress or API requests. Cloud storage has never been so simple, so fast and so inexpensive. It's all part of our vision to make cloud storage the next great global utility, just like electricity.

Role Purpose

Role Description: Inside Sales Representative

Wasabi is seeking a highly motivated, results-driven Inside Sales Representative (ISR) to join our Inside Sales team and support our West Sales Pod. Ideally, this candidate will be based in California, Arizona, or a surrounding state and be willing to travel within the region as needed for customer, partner, and industry events. In this role, you'll manage and close Mid-Market opportunities ($50M-$500M in revenue and up to 1,000 employees) while partnering with resellers to drive revenue and deliver a strong customer experience. Opportunities will be generated through our Business Development team and valued Channel partners. In addition to working provided leads and opportunities, the ISR will be responsible for proactively building pipeline through outbound prospecting, campaign execution, account research, and reseller relationships. The ISR will act as a storage consultant, working directly with prospects to understand their storage needs, business priorities, and buying timelines, qualify opportunities, and guide customers through the sales process to close. Approximately 80% of the role will focus on managing and closing Mid-Market opportunities, with the remaining 20% focused on generating new pipeline through outbound prospecting and building relationships with reseller partners. This role reports to the Manager of Inside Sales.

Responsibilities

• Manage and close sales-qualified leads (SQLs), including opportunity management, forecasting, deal hygiene, and progressing opportunities through the sales cycle.
• Generate and grow pipeline through Business Development-sourced leads, Channel partner opportunities, proactive outbound prospecting, and campaign execution.
• Serve as a consultative resource to prospects by uncovering storage requirements, business needs, buying processes, and timelines.
• Identify and close opportunities to expand existing customer relationships through upsell and cross-sell motions.
• Build strong relationships and establish trust with customers, prospects, and reseller partners.
• Maintain accurate and detailed customer, account, and opportunity information within Salesforce (SFDC).
• Collaborate closely with Channel Account Managers (CAMs) to develop reseller relationships, follow up on opportunities quoted through distribution partners, and identify new pipeline opportunities.
• Support the P2P (Passed to Partner) program by passing consented leads to partners, conducting lead and opportunity reviews, and supporting add-on business.
• Maintain strong pipeline management and forecasting discipline to provide accurate visibility into expected revenue.
• Travel within the region as needed to support customer meetings, partner engagements, and industry events.

Requirements

• Bachelor’s degree required, preferably in Business or a related field.
• 3-4 years of successful inside sales experience, preferably within technology, cloud, or a related industry.
• Proven experience managing a sales pipeline, closing business, and maintaining accurate forecasts.
• Self-starter who is comfortable working independently in a remote environment while staying closely connected to a broader sales team.
• Strong collaboration skills with the ability to work cross-functionally with Channel Account Managers, Business Development, and other internal stakeholders.
• Exceptional written and verbal communication skills with the ability to build relationships and effectively negotiate with customers and partners.
• Experience using AI tools, such as ChatGPT and Claude, to improve productivity, prospect research, and outbound campaign effectiveness.
• Disciplined approach to planning, goal setting, pipeline management, and follow-through.
• Experience using Salesforce (SFDC) or a similar CRM and a Sales Engagement Platform. Experience with Amplemarket, LinkedIn Sales Navigator, Crossbeam, and GovSpend is preferred.
• Highly organized with the ability to manage multiple priorities efficiently in a fast-paced environment.

OTE - $90,000 - $110,000

The OTE range reflects the full range for this position at Wasabi Technologies. At Wasabi, we believe in paying fairly and competitively, and individual compensation is determined based on factors such as job-related experience, skills, location, and internal equity. On Target Earnings are just one part of our total rewards approach. Wasabi team members also receive equity, and a comprehensive benefits package designed to support both professional growth and personal well-being.

Wasabi Technologies is an Equal Opportunity Employer. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.