Inside Sales Representative

MicroStrategy • Tysons, VA

47d • Onsite

About The Position

We are seeking a motivated Inside Sales Representative (ISR) to help grow and retain our small customer segment for the MCS product. This role plays a critical part in our go-to-market strategy by ensuring tailored attention and sustained engagement across a high-volume portfolio. This is a transactional sales role focused on smaller organizations, designed for individuals who thrive in a fast-paced, metrics-driven environment and enjoy managing a large base of existing customers.

Requirements

• 1–3 years of inside sales or business development experience in a SaaS or technology company.
• Demonstrated success meeting or exceeding sales quotas in a high-velocity environment.
• Strong communication, negotiation, and closing skills.
• Comfort with CRM systems (Salesforce or similar) and virtual selling tools (Zoom, Gong, Outreach, etc.).
• Self-starter with excellent organizational skills and attention to detail.
• Collaborative, adaptable, process-oriented, and driven to deliver measurable results.
• Clearly articulate the urgency, benefits, and value proposition of migrating, including access to AI-powered features, reduced maintenance, enhanced security, and compliance with the 2028 End of Support timeline.
• Familiarity with sales methodologies such as Solution Selling and MEDDPICC.
• Incentive-motivated, ambitious, and highly motivated by financial rewards.
• Focusing on developing their career in Sales.
• We expect candidates to live in the HQ area and come to the office from Monday to Friday.

Responsibilities

• Targeted Migration Outreach: Proactively manage a book of small to mid-sized on-premise accounts (< $50K ARR), engaging them in consultative discussions about their upcoming migration to the Strategy Cloud before the End of Support (EOS) for the legacy on-premise platform in 2028.
• Manage and grow a defined portfolio of approximately 100existing install-base accounts within a regional territory.
• Drive renewals, expansions, and upgrades within assigned accounts to capture identified migration and growth opportunities.
• Execute a high-volume, tactical sales approach focused on transactional selling to small cloud customers (Annual Recurring Revenue < $50K)
• Engage directly with customers via phone, email, and virtual meetings to understand their needs, demonstrate product value, and close business.
• Collaborate closely with Partners, Professional Services, AEs, BDRs, and Customer Success to ensure a seamless handoff and ongoing customer satisfaction.
• Track and forecast opportunities in CRM, maintaining accurate pipeline data and activity metrics.
• Contribute to regional growth goals across a total book of 1,200 accounts and $17M in annual recurring revenue (ARR).
• Provide feedback to Sales Operations and Product teams to help refine the MCS product strategy and customer experience.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Education Level: No Education Listed
• Number of Employees: 1,001-5,000 employees