Inside Sales Representative - Azul Prime

Azul; United States; Remote; USD 70,000 - 90,000; Full time

Benefits offered by this job

Comprehensive compensation and healthcare packages

Equity Program

Work-life balance with paid time off

Job summary

A leading technology firm is expanding its Inside Sales team with a new Inside Sales Representative for its Prime product. Candidates should have 2–5+ years in sales, demonstrating experience in handling revenue quotas and managing customer conversations. The role requires proactive pipeline generation, the ability to engage both business and technical stakeholders, and responsibilities ranging from sourcing opportunities to closing deals. The company values innovation, teamwork, and offers a remote-first culture with comprehensive benefits.

Qualifications

• 2–5+ years of experience in Inside Sales or equivalent.
• Demonstrated ability to carry a revenue quota.
• Comfortable engaging with technical and business stakeholders.

Responsibilities

• Generate and progress Prime opportunities from engagement to close.
• Identify upsell opportunities within existing accounts.
• Close Prime deals independently and support larger ones with an AE.

Skills

Experience in Inside Sales

Pipeline generation skills

Ability to lead customer conversations

Strong forecasting and CRM hygiene

Self-starter mindset

Job description

About Azul

Azul delivers award-winning Java runtimes and core infrastructure software that help enterprises improve performance, reduce costs, and run Java with confidence. Our Prime product is a strategic growth priority, helping customers modernize and optimize their Java environments.

We’re expanding our Inside Sales team with a new role focused exclusively on Azul Prime, designed for sellers who enjoy owning opportunities, advancing deals, and contributing directly to revenue.

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

What we Offer

• Comprehensive compensation and healthcare packages
• Equity Program – be part of our success
• Referral Program
• Work-life balance, remote-first, paid time off, company shutdown, holidays
• Work with top experts worldwide whom contribute to the Java ecosystem

Our Culture & Values

• Maniacal Customer Focus
• Innovation & Excellence
• Initiative & Courage
• Impact & Influence
• Integrity & Transparency
• Diversity, Inclusion & Teamwork

Azul participates in E-Verify. As a US employer, Azul Systems, Inc. uses E-Verify to confirm the employment eligibility of all newly hired employees working in the United States. For more information about E-Verify, please visit www.e-verify.gov. Employment at Azul is contingent upon the completion of reference and background checks.