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Inside Sales Representative - Azul Prime

Azul

Role overview

Qualifications

  • 2–5+ years of experience in Inside Sales or Account Executive roles
  • Demonstrated experience owning opportunities and carrying a revenue quota
  • Full sales cycle and sales closing experience
  • Ability to engage both business and technical stakeholders

Responsibilities

  • Proactively source new Prime opportunities through outbound prospecting and inbound lead follow-up
  • Co-manage a book of Prime opportunities from qualification through trial and close
  • Close Prime deals independently where appropriate, and co-sell larger opportunities with your AE
  • Work closely with your assigned AE to align on account strategy, deal ownership, and revenue goals

About the company

Azul logo

Azul

Software Development

Azul is the only company 100% focused on Java, delivering the most trusted Java platform to the modern cloud enterprise. We provide the world’s best commercial support for OpenJDK to our customers by prioritizing their success, maintaining our unwavering commitment to innovation and excellence, and advancing Java through community leadership. Millions of Java developers, hundreds of millions of devices, and the world’s most highly regarded businesses - including 27% of the Fortune 100 - trust Azul to power their applications with exceptional capabilities, performance, security, value, and success. https://www.azul.com Twitter: @azulsystems Trademarked - AZUL, Zulu, Azul Zulu, Azul Zulu Prime, Azul Platform Prime, Azul Platform Core, Azul Intelligence Cloud, Azul Analytics Suite, Azul Optimizer Suite are either registered trademarks or trademarks of Azul Systems, registered in the U.S. and elsewhere. All other trademarks belong to their respective owners.

Company details

Company typeSME
IndustrySoftware Development
Company size201 - 500

Links

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Job description

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.
 
This position can be based anywhere in the UK.

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
    •

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    MR

    Marcus Rivera

    Chief Revenue Officer

    m.rivera@company.com
    linkedin.com/in/marcusrivera
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