azul - Inside Sales Representative - Azul Prime (Cloud Sales)

• A pipeline generation quota • A shared revenue quota with your assigned Account Executive • 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