Inside Sales Representative - Azul Prime

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 AzulPrime, 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

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