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Inside Sales Representative

United States of America

At Wasabi, we’re a proven collection of pioneers, visionaries and disruptive doers. We see things differently than our competitors, and we make our mark in the industry by challenging the norm and delivering the unexpected and improbable. We’re a fast-growing company taking the Cloud Storage industry by storm and recognized as one of the best places to work in Boston. 

Wasabi hot cloud storage is a new class and category of cloud storage, breaking all traditional barriers and boundaries of storage with a disruptive value proposition of being 1/5th the cost of AWS S3, faster than the competition, with no fees for egress or API requests. Cloud storage has never been so simple, so fast and so inexpensive. It’s all part of our vision to make cloud storage the next great global utility, just like electricity.

Role Description: Inside Sales Representative
 
Role Purpose: 

Wasabi is seeking a highly motivated and results driven Inside Sales Representative to join our Inside Sales Team. Ideally, the candidate will reside within the assigned region or in Boston, MA; however, we are flexible on location provided the representative is willing to travel within the region as needed for events, approximately once per quarter. 

In this role, you’ll manage and close Small medium business (SMB) business opportunities by partnering with various resellers to drive revenue and deliver exceptional customer experiences. Opportunities will be generated through our Business Development team and valued Channel resellers; in addition, the representative will be responsible for executing outbound campaigns and conducting research to proactively build and expand their pipeline beyond provided leads and opportunities. The Inside Sales Representative will work as a storage consultant to uncover and qualify the storage needs and buying timelines of prospects and drive those prospects to purchase. This position spends about 80% of the week managing and closing opportunities for SMB customers and spends about 20% of the week uncovering new opportunities by building relationships with our resellers. The role will report to the Manager of Inside Sales. 

 
*Principals only. No recruiters.

Responsibilities:

    • Qualify and close sales qualified leads (SQL) business: Managing pipeline and opportunities, including but not limited to forecast commits, deal hygiene, and closing business.
    • Generate pipeline through a combination of Business Development–sourced leads, Channel reseller opportunities, and proactive outbound prospecting and campaign execution. 
    • Upsell & Cross-Sell: Identify and close opportunities to expand customer accounts through upselling and cross-selling. 
    • Develop strong customer rapport and trust.
    • Capture detailed data in the Customer Relationship Management (CRM) Database.
    • Collaborate with Channel Account Managers (CAMs): Partner with CAMs to follow up on opportunities quoted by distribution partners. 
    • Managing the P2P (Passed to Partner) program by passing consent leads, conducting lead/opportunity reviews, supporting add-on business.    

Requirements:

    • Bachelor’s degree required, preferably in Business or a similar field. 
    • Enthusiastic about the challenge of working at a fast-paced and exciting start-up.
    • A proven track record in inside sales (1-2 years), preferably within the technology or cloud storage space. 
    • Experience managing a sales pipeline with attention to detail and accuracy in forecasts. 
    • Self-starter, experience being successful while working remotely .
    • Strong collaboration skills and the ability to work cross-functionally with CAMs and other stakeholders. 
    • Exceptional communication (written and verbal) and negotiation skills to build relationships with partners and customers.  
    • Disciplined about planning and setting goals.
    • Experience using a CRM (SFDC) and a Sales Engagement Platform (Outreach).
    • Organized and able to multi-task with efficiency.     
 

OTE - $90,000 – $110,000 

The OTE range reflects the full range for this position at Wasabi Technologies. At Wasabi, we believe in paying fairly and competitively, and individual compensation is determined based on factors such as job-related experience, skills, location, and internal equity. On Target Earnings are just one part of our total rewards approach. Wasabi team members also receive equity, and a comprehensive benefits package designed to support both professional growth and personal well-being. 

Wasabi Technologies is an Equal Opportunity Employer. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.

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