Inside Sales Representative

• • Role Description: Inside Sales Representative 

    Role Purpose 

    Wasabi is seeking a highly motivated, results-driven Inside Sales Representative (ISR) to join our Inside Sales team and support our West Sales Pod. Ideally, this candidate will be based in California, Arizona, or a surrounding state and be willing to travel within the region as needed for customer, partner, and industry events. 

    In this role, you’ll manage and close Mid-Market opportunities ($50M–$500M in revenue and up to 1,000 employees) while partnering with resellers to drive revenue and deliver a strong customer experience. 

    Opportunities will be generated through our Business Development team and valued Channel partners. In addition to working provided leads and opportunities, the ISR will be responsible for proactively building pipeline through outbound prospecting, campaign execution, account research, and reseller relationships. 

    The ISR will act as a storage consultant, working directly with prospects to understand their storage needs, business priorities, and buying timelines, qualify opportunities, and guide customers through the sales process to close. 

    Approximately 80% of the role will focus on managing and closing Mid-Market opportunities, with the remaining 20% focused on generating new pipeline through outbound prospecting and building relationships with reseller partners. 

    This role reports to the Manager of Inside Sales. 

    Principals only. No recruiters. 

    Responsibilities 

    • Manage and close sales-qualified leads (SQLs), including opportunity management, forecasting, deal hygiene, and progressing opportunities through the sales cycle. 
    • Generate and grow pipeline through Business Development-sourced leads, Channel partner opportunities, proactive outbound prospecting, and campaign execution. 
    • Serve as a consultative resource to prospects by uncovering storage requirements, business needs, buying processes, and timelines. 
    • Identify and close opportunities to expand existing customer relationships through upsell and cross-sell motions. 
    • Build strong relationships and establish trust with customers, prospects, and reseller partners. 
    • Maintain accurate and detailed customer, account, and opportunity information within Salesforce (SFDC). 
    • Collaborate closely with Channel Account Managers (CAMs) to develop reseller relationships, follow up on opportunities quoted through distribution partners, and identify new pipeline opportunities. 
    • Support the P2P (Passed to Partner) program by passing consented leads to partners, conducting lead and opportunity reviews, and supporting add-on business. 
    • Maintain strong pipeline management and forecasting discipline to provide accurate visibility into expected revenue. 
    • Travel within the region as needed to support customer meetings, partner engagements, and industry events. 

    Requirements 

    • Bachelor’s degree required, preferably in Business or a related field. 
    • 3–4 years of successful inside sales experience, preferably within technology, cloud, or a related industry. 
    • Proven experience managing a sales pipeline, closing business, and maintaining accurate forecasts. 
    • Self-starter who is comfortable working independently in a remote environment while staying closely connected to a broader sales team. 
    • Strong collaboration skills with the ability to work cross-functionally with Channel Account Managers, Business Development, and other internal stakeholders. 
    • Exceptional written and verbal communication skills with the ability to build relationships and effectively negotiate with customers and partners. 
    • Experience using AI tools, such as ChatGPT and Claude, to improve productivity, prospect research, and outbound campaign effectiveness. 
    • Disciplined approach to planning, goal setting, pipeline management, and follow-through. 
    • Experience using Salesforce (SFDC) or a similar CRM and a Sales Engagement Platform. Experience with Amplemarket, LinkedIn Sales Navigator, Crossbeam, and GovSpend is preferred. 
    • Highly organized with the ability to manage multiple priorities efficiently in a fast-paced environment. 

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.