The Role As the Inside Sales / Sales Associate, you will be responsible for identifying and executing upsell and cross-sell opportunities within our existing customer base, as well as driving new business sales through prospecting, qualifying, and developing relationships within partners and potential customers.You will play a critical role in expanding account value by understanding customer needs, leveraging data-driven insights, and ensuring long-term customer success. This role requires a strong blend of sales acumen, analytical thinking, and customer-centricity to drive revenue growth and customer retention. This role is based in our Boulder Colorado office and you are expected to be in the office 4-5 days a week. We need your help! Responsibilities Manage inbound Partner and Marketing-sourced leads, quickly qualifying and advancing them through the sales funnel. Identify Growth Opportunities: Monitor customer accounts to proactively identify upsell and cross-sell opportunities based on usage data, license utilization, and customer needs. Develop Expansion Strategies: Build and execute scalable automation playbooks that trigger upsell/cross-sell motions based on customer activity and engagement signals. Customer Insight & Relationship Building: Deeply understand customer setups, usage patterns, and pain points to create tailored solutions that enhance their experience with Strata Identity. Data-Driven Decision Making: Track, analyze, and report on customer product adoption, feature usage rates, and expansion success metrics to continuously refine sales strategies. Collaboration Across Teams: Partner closely with Customer Success, Sales, and Retention teams to mitigate churn risks and improve overall customer lifetime value. Assist in preparing tailored pitches and follow-up materials. Leverage insights from marketing and partner teams to refine outreach strategies. Experience: 3-5 years of experience in a sales with closing experience, within cybersecurity, SaaS, or technology. Proven track record of meeting or exceeding sales metrics Sales & Upsell Expertise: Strong ability to identify, position, and close upsell and cross-sell opportunities based on customer data and business objectives. High energy, self-motivated, and competitive mindset with a strong desire to win. Excellent verbal and written communication skills with the ability to build trust and influence key decision-makers. Technical curiosity and the ability to quickly learn complex solutions. Analytical & Strategic Thinking: Strong data analysis skills to assess account activity and develop targeted growth strategies. Customer-Centric Mindset: High emotional intelligence (EQ) and a deep understanding of customer needs to drive long-term success. Tech-Savvy: Proficiency in customer success and sales tools such as Salesforce.  Collaboration & Project Management: Ability to work cross-functionally, manage multiple priorities, and execute initiatives effectively. If you’re passionate about driving customer expansion, renewals, and revenue growth while delivering exceptional customer experiences, we’d love to hear from you! This is a unique opportunity to be part of a fast-growing startup that is shaping the future of multi-cloud identity management. If you’re passionate about enterprise sales, security, and technology, we’d love to hear from you!