About the role
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The Inside Sales Representative (ISR) is a critical sales role responsible for driving high-volume, high-velocity net new business acquisition sales in a remote selling model within the commercial segment across EMEA. Operating as full-cycle territory owners similar to an AE, ISR manages the end-to-end sales process from self-sourcing pipeline, qualifying opportunities and closing deals in partnership with SE and Partner Organisation.
What you'll do
- Build your own pipeline: Find new business across your assigned territory through high-volume outreach by phone, email, LinkedIn and social selling, using tools like Salesforce, LinkedIn Sales Navigator, ZoomInfo and AI outreach.
- Run the whole sales cycle remotely: Lead discovery and qualification calls using MEDDPIC, give engaging virtual presentations and live product demos, and negotiate and close new business against an ACV quota.
- Explain the value of the company's platform: Connect commercial-segment customers' business and technical problems to the right products, such as Application Security and Performance, Zero Trust/SASE and the Developer Platform, and show the value they'd get.
- Work closely with other teams: Partner with Solutions Engineers on technical validation, and with the Partner Organisation to co-sell and close deals faster. Work with Marketing and BDR teammates on campaigns and events that create pipeline.
- Run your territory with data: Keep your Salesforce pipeline accurate and your forecasts reliable, track your activity and conversion numbers, and use what you learn to consistently meet or exceed your targets.
Desirable Skills, Knowledge, and Experience:
- 1 - 3 years of experience in a sales role, preferably in SaaS or tech sales, such as:
- BDR/SDR background with strong outbound experience in a high-paced environment.
- SMB or Transactional sales experience with high volume, high velocity sales motion.
- Strong track record of meeting or exceeding quota.
- Strong discovery and qualification skills using frameworks like BANT, MEDDIC.
- Excellent presentation and interpersonal communication skills (verbal and written) as well as time management skill.
- Experience using CRM like Salesforce, outbound/prospecting sales tools (e.g. LinkedIn Sales Navigator, ZoomInfo, Salesforce Sales Engagement Outreach etc).
- Tech-savvy and technically curious - quick to learn technical products, comfortable to run live demos independently, data-driven mindset.
- Highly accountable and self-driven, customer-centric individuals.
- Multilingual abilities (depending on the coverage regions).
What Makes the company Special?
We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.
- Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by the company's enterprise customers--at no cost.
- Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states.
- 1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service the company has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.
Additional Information
Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the company's Offices or company Hubs. More details about this will be available at that stage of the interview process.
This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.
Equal Opportunity Employer
The company is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.
The company provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at [email protected] or via mail at 101 Townsend St. San Francisco, CA 94107.
