The Inside Sales Representative - Cloud Sales is responsible for generating and progressing sales opportunities, co-managing a pipeline, closing deals, and collaborating across teams to drive revenue for Azul's Prime product.
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
- A pipeline generation quota
- A shared revenue quota with your assigned Account Executive
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:
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.
Top Skills
Cloud Platforms
Crm Software
Java
Similar Jobs
Gaming
Lead game analytics teams to transform player data into strategies for enhancing engagement and revenue across key titles. Manage projects, mentor analysts, and collaborate with product leaders for decision-making.
Top Skills:
LookerMachine LearningPythonSQLTableau
Artificial Intelligence • Consumer Web • Digital Media • Information Technology • Social Impact • Software
The Media Lead will build and manage new media properties for Circle, leading a team to grow social channels and engage audiences creatively across platforms while measuring their impact.
Top Skills:
InstagramLinkedin)Social Listening ToolsSocial Media Platforms (YoutubeTiktok
Artificial Intelligence • HR Tech • Information Technology • Machine Learning • Software • App development • Industrial
Own and evolve end-to-end product areas across frontend and backend. Partner with product and design to define roadmap, lead cross-stack initiatives, make product-focused tradeoffs, improve system quality, mentor engineers, and unblock teams.
Top Skills:
JavaScriptPythonReactReact Native
What you need to know about the Calgary Tech Scene
Employees can spend up to one-third of their life at work, so choosing the right company is crucial, not just for the job itself but for the company culture as well. While startups often offer dynamic culture and growth opportunities, large corporations provide benefits like career development and networking, especially appealing to recent graduates. Fortunately, Calgary stands out as a hub for both, recognized as one of Startup Genome's Top 100 Emerging Ecosystems, while also playing host to a number of multinational enterprises. In Calgary, job seekers can find a wide range of opportunities.
