Inside Sales Representative

Illumio•Sunnyvale, CA

17h•Hybrid

About The Position

Onwards Together! Illumio is the leader in ransomware and breach containment, redefining how organizations contain cyberattacks and enable operational resilience. Powered by the Illumio AI Security Graph, our breach containment platform identifies and contains threats across hybrid multi-cloud environments – stopping the spread of attacks before they become disasters. Recognized as a Leader in the Forrester Wave™ for Microsegmentation, Illumio enables Zero Trust, strengthening cyber resilience for the infrastructure, systems, and organizations that keep the world running. Location: Sunnyvale, CA Onsite 2-3 days per week Our Team's Vision: Our Sales team is comprised of high-performing, motivated individuals driven by a relentless pursuit of growth and excellence. We understand that true success is measured by the meaningful impact we make on our customers' businesses. That’s why we invest deeply in both personal and professional development to ensure our team members have the tools and opportunities they need to excel. By joining our agile Sales team, you will collaborate with industry-leading professionals who are passionate about pioneering Zero Trust Segmentation. Illumio is the leader in Breach Containment, helping organizations protect critical data, minimize the blast radius of ransomware, and ensure cyber resilience. Our mission is to prevent breaches from becoming cyber disasters—and we’re growing fast as organizations around the world adopt segmentation as a foundational security strategy. Your Impact: We are seeking a high-performing Inside Sales Representative (ISR) to run full-cycle sales across Illumio’s mid-market/commercial segment. In this role, you will own the entire sales motion—from prospecting and discovery to negotiation and closing—while partnering closely with channel partners to drive a land-and-expand strategy. This is a critical revenue-driving position focused on pipeline generation, opportunity management, accurate forecasting, and expanding Illumio’s footprint within new and existing accounts.

Responsibilities

Own the end-to-end sales process: prospecting, discovery, qualification, product positioning, solution mapping, negotiation, and closing.
Develop and maintain a strong understanding of Illumio’s products, value proposition, and use cases.
Consistently generate high-quality pipeline through outbound prospecting, partner collaboration, account-based strategies, and market insights.
Use tools like LinkedIn Sales Navigator, 6sense, and Illumio marketing signals to identify and engage in high-potential accounts.
Maintain rigorous pipeline hygiene within Salesforce (SFDC).
Accurately forecast deals and manage deal progression using Clari.
Apply MEDDPICC or similar sales methodologies to advance opportunities and mitigate risk.
Drive land-and-expand motions by identifying expansion paths within accounts and coordinating with Customer Success.
Work closely with Illumio’s channel partners to uncover new opportunities, co-sell effectively, and increase win rates.
Train partners on Illumio messaging, use case alignment, and target account strategies.
Leverage partner ecosystems to accelerate deal cycles and expand regional presence.
Partner with Sales Engineering, Marketing, Product, Customer Success, and leadership to deliver a best-in-class customer experience.
Provide insights from the field to help shape campaigns, messaging, and product roadmap discussions.