Inside Sales Representative - Cloud Sales (Remote)

Azul • Boston, MA

4d • Remote

About The Position

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

Requirements

• 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
• 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 Haves

• 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

Responsibilities

• 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
• 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
• 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.
• 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

Benefits

• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed