Inside Sales Expansion and Renewals

The Massive Enterprise Identity Market

There is not a single large organization that doesn’t need what Strata has to offer. Identity security is a foundational technology that every company needs no matter what industry they are in. A great aspect of Strata is that you can call on virtually any name brand organization and be confident that someone in the organization needs what we offer. That’s why companies like Kroger, 3M, Publix, HEB, Cummins, Navy Federal Credit Union, State of Minnesota and the County of Dallas all chose to partner with Strata and solve their most pressing needs in identity.

Strata The Company

Strata is a venture-backed startup building the next generation of distributed identity management for the multi-cloud world. Led by a visionary team of serial entrepreneurs (with multiple exits) who created the first generation of Web identity management, the first IDaaS solution, co-authored SAML, and now are creating the Identity Orchestration market. 

This is truly a ground-floor opportunity for a Sales Development Representative that wants to have a hand in building the future of the multi-billion dollar, multi-cloud identity market.

The Team

At Strata, we built the team around a core culture of collaboration, authenticity, and respect. At Strata we have what we call the Maverics Spirit that is a mix of courage, confidence and grit that combines to reveal the best characteristics of our team. We invest heavily in company culture and celebrate our successes weekly while executing like no other team in the industry. 

The Product

Strata’s platform - Maverics - is identity middleware that connects identity infrastructure (Okta, Microsoft, Ping, AWS and others) with applications to modernize security and automate IT processes, all without requiring any rewriting of applications saving millions of dollars in measurable expenses.

Strata works closely with our partners at Microsoft Azure, Okta, AWS, GCP, and VMware to ensure interoperability through deep, native integrations. We build our software to be secure, scalable, and extensible; you help bring it to the world.

Secure. We take security seriously and build it into the core of what we develop and how we run our platform.

Scalable. Strata’s customers rely on our software to secure their core business operations, meaning we need to be available 99.999%.

Extensible. Strata built the Maverics platform for distributed identity management to support evolving use cases that our customers bring us. As such, we build our software to easily integrate with and manage many other identity infrastructure systems.

The Role

As the Expansion and Renewals Lead, you will be responsible for  identifying and executing upsell and cross-sell opportunities within our existing customer base. 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

• 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.
• Drive Renewals & Expansion: Engage with customers to present compelling value-driven offers that align with their business goals, ensuring seamless renewals and revenue growth.
• 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.

Experience:

• Minimum 2+ years in Sales, Customer Success, Customer Support, or a similar customer-facing role. Experience in B2B SaaS is a plus.
• Sales & Upsell Expertise: Strong ability to identify, position, and close upsell and cross-sell opportunities based on customer data and business objectives.
•  Excellent verbal and written communication skills with the ability to build trust and influence key decision-makers.
• 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!