Inside Sales Representative

Summary

Join Graylog as an Inside Sales Representative and be a key player in bridging marketing leads and outbound prospecting to nurture new business opportunities. Focus on engaging, developing, qualifying, and expanding the customer base for Centralized Log Management, Security Information and Event Management, or API Security projects. Respond to inbound requests diligently and conduct targeted outbound prospecting to maintain a strong brand image and maximize sales. Build early-stage relationships with software evaluators to convert them into new business. You will be the first point of contact for customers, requiring proactivity, a desire to learn sales, excellent communication skills, and the ability to excite others about Graylog's tools. Learn about enterprise software marketing and sales processes, with career growth opportunities. The role reports to the Vice President & Managing Director, EMEA.

Requirements

• Experience successfully selling ROI-driven, networking/security solutions or Enterprise Software Solutions to C-level decision makers
• Previous experience selling SaaS solutions to commercial customers across the UK & EMEA
• Understanding and appreciation for continuous improvement. You will have a mindset of looking for ways to make things more efficient, look for opportunities to improve, and implementing the changes and measure your results
• Desire to move the needle! You’ll be motivated by exceeding goals and earning commissions, setting stretch targets and delivering exceptional results
• Personal responsibility. You’ll understand the personal impact actions have on pipeline and others. You’ll seek out knowledge and opportunities for learning and improving sales effectiveness
• Ability to communicate the technical and business value of Graylog solutions effectively to all prospective stakeholders
• Excellent written and verbal communication skills, strategic selling skills, and skills in analysing and evaluating territory dynamics to develop and implement a sales plan
• High energy, positive attitude, and willingness to try new approaches
• A desire to be #1 on the team
• Happy, willing, and prepared to work from our EMEA HQ in London (across the road from Liverpool Street Station) at least three times per week
• Willingness to travel 25% or as business needs require

Responsibilities

• Qualify and develop inbound leads that result in pipeline opportunities. (50% conversion rate)
• Build strategic business opportunities through outreach efforts (8-12 per month)
• Immerse yourself within the world of CLM (Centralised log management), SIEM (Security information event management), API Security (Application programming interface), and build your knowledge base to gain credibility and interest when positioning Graylog to our customers
• Build market intelligence and foster client relationships through personalised, timely, and relevant messaging
• Identify projects and strategic initiatives for assigned accounts, why the initiative/ project is a priority now, and share how Graylog can meet the business and technical needs
• Analyse assigned top 10 accounts to identify key contacts & coordinate with Account Executives & Sales Directors to foster a strategic action plan
• Partner with other sales teams, marketing, and enablement to coordinate campaigns and align on new objectives in a timely manner
• Combine and orchestrate data from HubSpot, TechTarget, 6sense, and other related sales enablement technologies to identify priorities and promote effective outreach

Benefits

• Opportunity to work with a globally distributed and diverse team
• Grow and develop professionally and personally in a fast-growing environment
• Choice of the latest equipment to help you succeed
• Monthly allowance to support your commute costs and support outfitting your work-from-home environment