We are seeking a motivated and results-driven Cloud Sales Specialist to help grow our Platform Prime customer base and increase revenue. The Prime Sales Specialist will play a pivotal role in driving North America sales through a mix of new Platform Prime customer acquisition and cross-selling into existing Platform Core clients. You will work closely with the sales and technical teams to communicate the value of Azul's solutions to both technical and business stakeholders.
This is an individual-contributor, quota-carrying role that can be based remotely in the US.
ResponsibilitiesSales Strategy & Execution: Develop and implement strategies to generate new Prime business opportunities and achieve sales targets within assigned territories/accounts.Client Engagement: Actively engage with existing Platform Core customers to understand their unique challenges and business needs, providing Azul solutions.Sales Pipeline Management: Manage the entire sales cycle, from lead generation to close. Maintain a robust pipeline of opportunities and forecast accurately. Build a 3X pipeline.Cross-functional Collaboration: Work closely with Sales Engineers, Marketing, and Customer Success teams to ensure prospects receive comprehensive, clear, and accurate product demonstrations, proposals, and support.Negotiation & Closing: Drive contract negotiations, while consistently closing business on a monthly and quarterly basis.Reporting: Maintain accurate records of sales activity, progress, and outcomes in Salesforce.Experience and Education15+ years direct software sales experienceProven track record of direct sales of both on-premise and cloud-based software solutions into large enterprises, as well as SaaS centric companiesDemonstrated experience in key verticals: online retail, e-commerce, ad-tech, gaming and financial servicesSignificant experience selling into the infrastructure space (OS, JVM, Container) versus the application spaceConfident experience working in close partnership with a Technical Sales EngineerExtensive experience selling technical products that require technical POCsExperience selling enterprise products based on Java-based Open Source, highly desiredUndergraduate degree, or equivalent experienceSkills and CompetenciesExceptional communicator, influencer and presenterAbility to Evangelize a new solution where there most likely is not an existing budget placeholderDemonstrated ability with Multi-Level sellingProficient in deal qualification methodologies, MEDDPICC preferredProgressive and proactive use of industry sales tools and systemsLocationRemote, ideally someone located in the Eastern or Central Time Zone Read LessWe are seeking a motivated and results-driven Cloud Sales Specialist to help grow our Platform Prime customer base and increase revenue. The Prime Sales Specialist will play a pivotal role in driving North America sales through a mix of new Platform Prime customer acquisition and cross-selling into existing Platform Core clients. You will work closely with the sales and technical teams to communicate the value of Azul's solutions to both technical and business stakeholders.
This is an individual-contributor, quota-carrying role that can be based remotely in the US.
ResponsibilitiesSales Strategy & Execution: Develop and implement strategies to generate new Prime business opportunities and achieve sales targets within assigned territories/accounts.Client Engagement: Actively engage with existing Platform Core customers to understand their unique challenges and business needs, providing Azul solutions.Sales Pipeline Management: Manage the entire sales cycle, from lead generation to close. Maintain a robust pipeline of opportunities and forecast accurately. Build a 3X pipeline.Cross-functional Collaboration: Work closely with Sales Engineers, Marketing, and Customer Success teams to ensure prospects receive comprehensive, clear, and accurate product demonstrations, proposals, and support.Negotiation & Closing: Drive contract negotiations, while consistently closing business on a monthly and quarterly basis.Reporting: Maintain accurate records of sales activity, progress, and outcomes in Salesforce.Experience and Education15+ years direct software sales experienceProven track record of direct sales of both on-premise and cloud-based software solutions into large enterprises, as well as SaaS centric companiesDemonstrated experience in key verticals: online retail, e-commerce, ad-tech, gaming and financial servicesSignificant experience selling into the infrastructure space (OS, JVM, Container) versus the application spaceConfident experience working in close partnership with a Technical Sales EngineerExtensive experience selling technical products that require technical POCsExperience selling enterprise products based on Java-based Open Source, highly desiredUndergraduate degree, or equivalent experienceSkills and CompetenciesExceptional communicator, influencer and presenterAbility to Evangelize a new solution where there most likely is not an existing budget placeholderDemonstrated ability with Multi-Level sellingProficient in deal qualification methodologies, MEDDPICC preferredProgressive and proactive use of industry sales tools and systemsLocationRemote, ideally someone located in the Eastern or Central Time Zone Read LessAzul 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 quotaA shared revenue quota with your assigned Account ExecutiveResponsibilities
Pipeline Generation
Proactively 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 Opportunities
Co-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 Responsibility
Close 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 Collaboration
Work 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 insightsExperience, Skills
25+ years of experience in 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 ownershipPreferred 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 Offer
Comprehensive 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 & Values
Maniacal Customer FocusInnovation & ExcellenceInitiative & CourageImpact & InfluenceIntegrity & TransparencyDiversity, Inclusion & TeamworkAzul 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.
Read LessWe are seeking a motivated and results-driven Prime Sales Specialist to help grow our Platform Prime customer base and increase revenue. The Prime Sales Specialist will play a pivotal role in driving North America sales through a mix of new Platform Prime customer acquisition and cross-selling into existing Platform Core clients. You will work closely with the sales and technical teams to communicate the value of Azul's solutions to both technical and business stakeholders.
This is an individual-contributor, quota-carrying role that can be based remotely in the US.
ResponsibilitiesSales Strategy & Execution: Develop and implement strategies to generate new Prime business opportunities and achieve sales targets within assigned territories/accounts.Client Engagement: Actively engage with existing Platform Core customers to understand their unique challenges and business needs, providing Azul solutions.Sales Pipeline Management: Manage the entire sales cycle, from lead generation to close. Maintain a robust pipeline of opportunities and forecast accurately. Build a 3X pipeline.Cross-functional Collaboration: Work closely with Sales Engineers, Marketing, and Customer Success teams to ensure prospects receive comprehensive, clear, and accurate product demonstrations, proposals, and support.Negotiation & Closing: Drive contract negotiations, while consistently closing business on a monthly and quarterly basis.Reporting: Maintain accurate records of sales activity, progress, and outcomes in Salesforce.Experience and Education15+ years direct software sales experienceProven track record of direct sales of both on-premise and cloud-based software solutions into large enterprises, as well as SaaS centric companiesDemonstrated experience in key verticals: online retail, e-commerce, ad-tech, gaming and financial servicesSignificant experience selling into the infrastructure space (OS, JVM, Container) versus the application spaceConfident experience working in close partnership with a Technical Sales EngineerExtensive experience selling technical products that require technical POCsExperience selling enterprise products based on Java-based Open Source, highly desiredUndergraduate degree, or equivalent experienceSkills and CompetenciesExceptional communicator, influencer and presenterAbility to Evangelize a new solution where there most likely is not an existing budget placeholderDemonstrated ability with Multi-Level sellingProficient in deal qualification methodologies, MEDDPICC preferredProgressive and proactive use of industry sales tools and systemsLocationRemote, ideally someone located in the Eastern or Central Time Zone Read LessWe are seeking a motivated and results-driven Cloud Sales Specialist to help grow our Platform Prime customer base and increase revenue. The Prime Sales Specialist will play a pivotal role in driving North America sales through a mix of new Platform Prime customer acquisition and cross-selling into existing Platform Core clients. You will work closely with the sales and technical teams to communicate the value of Azul's solutions to both technical and business stakeholders.
This is an individual-contributor, quota-carrying role that can be based remotely in the US.
ResponsibilitiesSales Strategy & Execution: Develop and implement strategies to generate new Prime business opportunities and achieve sales targets within assigned territories/accounts.Client Engagement: Actively engage with existing Platform Core customers to understand their unique challenges and business needs, providing Azul solutions.Sales Pipeline Management: Manage the entire sales cycle, from lead generation to close. Maintain a robust pipeline of opportunities and forecast accurately. Build a 3X pipeline.Cross-functional Collaboration: Work closely with Sales Engineers, Marketing, and Customer Success teams to ensure prospects receive comprehensive, clear, and accurate product demonstrations, proposals, and support.Negotiation & Closing: Drive contract negotiations, while consistently closing business on a monthly and quarterly basis.Reporting: Maintain accurate records of sales activity, progress, and outcomes in Salesforce.Experience and Education15+ years direct software sales experienceProven track record of direct sales of both on-premise and cloud-based software solutions into large enterprises, as well as SaaS centric companiesDemonstrated experience in key verticals: online retail, e-commerce, ad-tech, gaming and financial servicesSignificant experience selling into the infrastructure space (OS, JVM, Container) versus the application spaceConfident experience working in close partnership with a Technical Sales EngineerExtensive experience selling technical products that require technical POCsExperience selling enterprise products based on Java-based Open Source, highly desiredUndergraduate degree, or equivalent experienceSkills and CompetenciesExceptional communicator, influencer and presenterAbility to Evangelize a new solution where there most likely is not an existing budget placeholderDemonstrated ability with Multi-Level sellingProficient in deal qualification methodologies, MEDDPICC preferredProgressive and proactive use of industry sales tools and systemsLocationRemote, ideally someone located in the Eastern or Central Time Zone Read Less
