Inside Sales / Sales Associate, Strata Identity
4-5 days a week in office (Boulder, CO)
Identity orchestration for multi-cloud environments
Open for applications
Identity orchestration for multi-cloud environments
21-100 employees
Open for applications
4-5 days a week in office (Boulder, CO)
21-100 employees
Company mission
To secure identity for all apps, on all clouds and identity providers.
Role
Who you are
- This role requires a strong blend of sales acumen, analytical thinking, and customer-centricity to drive revenue growth and customer retention
- 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
What the job involves
- 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
- 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
Our take
By one account, over 90% of enterprises are using multiple cloud service providers. It gives them greater flexibility, more leeway for switching vendors, and helps with regulatory compliance - and sometimes, as with M&As, it’s just the bloat involved with combining multiple businesses. The more clouds, however, the more decentralized (and therefore cumbersome) the management of access privileges, as each cloud uses a different IAM.
So Strata Identity’s Maverics platform provides an increasingly valuable service to a growing addressable market. It’s an abstraction layer designed to centralize operations across different cloud identity and datacenter systems so they can all be operated from a common layer, without rewriting applications, including more dated legacy systems that aren’t easily interoperable.
Strata Identity has received impressive funding to scale sales and marketing, as well as invest in go-to-market and customer success initiatives. Whilst the identity management market is growingly competitive - startups like Ping Identity and Okta have grown astronomically, and of course, there’s competition from major players like Microsoft - this could play in the company's favor. This is because its platform helps stitch these different systems together, so the more of them out there to manage, the greater its value.
Freddie
Company Specialist at Welcome to the Jungle
Insights
18% employee growth in 12 months
Company
Funding (last 2 of 3 rounds)
Jan 2023
$26m
SERIES B
Feb 2021
$11m
SERIES A
Total funding: $37.5m
Company HQ
Whittier, Boulder, CO
Leadership
Eric Olden
(Co-Founder & CEO)Previously founded and held leading roles at Securant Technologies, Symplified, and Launch Sciences. Subsequently served as CEO of Brite Content, then SVP/GM of Cloud Security and Identity Management at Oracle.
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