Inside Sales Expansion & Renewals, Strata Identity
4-5 days a week in office (Boulder, CO)
Identity orchestration for multi-cloud environments
Be an early applicant
Identity orchestration for multi-cloud environments
21-100 employees
Be an early applicant
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
- 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!
What the job involves
- 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
- 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
- This is a unique opportunity to be part of a fast-growing startup that is shaping the future of multi-cloud identity management
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 values
- Openness: Be open to new ideas, flexible to different perspectives, and ready to apply change
- Honesty: Be a reliable teammate, standing up for your ideas, and being frank in your feedback
- Transparency: Communicate what you know when you know it and set clear expectations about what’s happening now and what will likely happen next
- Integrity: Always strive toward a team that is whole and undivided. That means do the right thing by your teammates, your customers, and your partners
- Accountability: Be accountable and hold each other responsible for following through on set expectations. Get s&!# done!
- Empowerment: Be empowered and empower others to make well-considered decisions, take smart risks, and favor action over debate
Company HQ
Whittier, Boulder, CO
Articles
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.
Salary benchmarks
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