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
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
