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About AzulAzul 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 RoleAs 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 quotaA shared revenue quota with your assigned Account ExecutiveWhat You’ll Do (aka Responsibilities)Pipeline GenerationProactively source new Prime opportunities through outbound prospecting and inbound lead follow-upIdentify expansion and upsell opportunities within existing Azul accountsPartner with Marketing & Channel on campaign follow-up and account-based outreachOwn & Progress Prime OpportunitiesCo-manage a book of Prime opportunities from qualification through trial and closeLead discovery conversations to understand customer pain, technical environment, and Prime value driversDrive opportunities to Prime trials, coordinating with Sales Engineering and your AEMaintain deal momentum through structured follow-ups, clear next steps, and strong customer engagementRevenue & Closing ResponsibilityClose Prime deals independently where appropriate, and co-sell larger opportunities with your AESupport pricing, negotiation, and procurement processes for Prime opportunitiesCollaborate with Account Executive to provide up to date deal status in SFDC and accurate forecasting of business.Cross-Functional CollaborationWork closely with your assigned AE to align on account strategy, deal ownership, and revenue goalsPartner with Sales Engineering to support trials and technical validationProvide feedback to Product and Marketing on Prime positioning, objections, and competitive insightsWhat 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 RepresentativeDemonstrated experience owning opportunities and carrying a revenue quotaFull sales cycle and sales closing experienceComfortable leading customer conversations from discovery through closeAbility to engage both business and technical stakeholders (developers, architects, IT leaders)Strong forecasting, CRM hygiene, and deal management skillsSelf-starter mindset with strong accountability and ownershipNice to Have (aka Preferred experience and knowledge)Experience selling technical SaaS, infrastructure, or developer-focused productsFamiliarity with Java, cloud platforms, or enterprise IT environmentsExperience closing transactional or mid-market dealsWhat we OfferComprehensive compensation and healthcare packagesEquity Program – be part of our successReferral ProgramWork-life balance, remote-first, paid time off, company shutdown, holidaysWork with top experts worldwide whom contribute to the Java ecosystemOur Culture & ValuesManiacal Customer FocusInnovation & ExcellenceInitiative & CourageImpact & InfluenceIntegrity & TransparencyDiversity, Inclusion & TeamworkEmployment Eligibility and Background ChecksAzul 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.Employment at Azul is contingent upon the completion of reference and background checks.
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