Job Description

Senior Inside Sales Representative (Velocity Rep)

The Massive Enterprise Identity Market

There is not a single large organization that doesn’t need what Strata has to offer. Identity security is a foundational technology that every company needs no matter what industry they are in. A great aspect of Strata is that you can call on virtually any name brand organization and be confident that someone in the organization needs what we offer. That’s why companies like Kroger, 3M, Publix, HEB, Cummins, Navy Federal Credit Union, State of Minnesota and the County of Dallas all chose to partner with Strata and solve their most pressing needs in identity.

Strata The Company

Strata is a venture-backed startup building the next generation of distributed identity management for the multi-cloud world. Led by a visionary team of serial entrepreneurs (with multiple exits) who created the first generation of Web identity management, the first IDaaS solution, co-authored SAML, and now are creating the Identity Orchestration market.

This is truly a ground-floor opportunity for an Inside Sales Rep that wants to have a hand in building the future of the multi-billion dollar, multi-cloud identity market.

The Team

At Strata, we built the team around a core culture of collaboration, authenticity, and respect. At Strata we have what we call the Maverics Spirit that is a mix of courage, confidence and grit that combines to reveal the best characteristics of our team. We invest heavily in company culture and celebrate our successes weekly while executing like no other team in the industry.

The Product

- is identity middleware that connects identity infrastructure (Okta, Microsoft, Ping, AWS and others) with applications to modernize security and automate IT processes, all without requiring any rewriting of applications saving millions of dollars in measurable expenses.

Strata works closely with our partners at Microsoft Azure, Okta, AWS, GCP, and VMware to ensure interoperability through deep, native integrations. We build our software to be secure, scalable, and extensible; you help bring it to the world.

Secure . We take security seriously and build it into the core of what we develop and how we run our platform.

Scalable . Strata’s customers rely on our software to secure their core business operations, meaning we need to be available 99.999%.

Extensible . Strata built the Maverics platform for distributed identity management to support evolving use cases that our customers bring us. As such, we build our software to easily integrate with and manage many other identity infrastructure systems.

The Role

As a Senior Inside Sales (Enterprise) , you will play a crucial end-to-end role in prospecting, nurturing, advancing and closing prospects into high-value enterprise customers. You will engage with key decision-makers, develop relationships, qualify pipeline opportunities , and close new business and land new logos . If you’re interested in getting into a role that has unlimited upside potential for commissions and want to build experience across the entire lifecycle of sales then this is the role for you.

This role is based in our Boulder Colorado office and you are expected to be in the office 4-5 days a week.

We need your help!

Responsibilities:

• Prospect from a large territory in North America (including Canada) selling to enterprises like 3M, Verizon, Kroger, Alvarez and Marsal.
• Use Value Selling methodology to qualify and close new business. Familiarity with BANT, MEDDIC, or SPIN methodologies will be helpful..
• Maintain timely and accurate CRM records (Salesforce, HubSpot) to track pipeline progression.
• Develop relationships with technical and business decision-makers (CISOs, IT Directors, IAM Architects).
• Conduct personalized follow-ups via email, phone, and LinkedIn to keep prospects engaged. Strata is a ‘phone-first’ shop and we use tools to automate and scale conversations.
• Travel onsite and visit prospects to develop relationships and trust; some travel is required. US passport required.
• Provide relevant case studies, whitepapers, and industry insights to address specific pain points.
• Guide prospects through IAM concepts , multi-cloud security, resilience, governance and identity orchestration benefits.
• Conduct initial product demos to showcase value before bringing in a Sales Engineer for deep technical demos.
• Handle common objections related to security, compliance, and integration challenges .
• Provide feedback to marketing on lead quality and campaign effectiveness.
• Partner with customer success teams to identify upsell and expansion opportunities.
• Assist in pricing discussions, POC coordination, and RFP responses for enterprise prospects.
• Engage in multi-threaded selling by influencing multiple stakeholders.
• Help shorten the sales cycle by addressing concerns and providing the right resources at the right time.

Traits

• Enjoy working in a high volume environment with exciting market dynamics in the fast growing market of multi-cloud Identity.
• You work well with a hands-on coach to optimize performance and leverage best practices to continuously improve and raise your game.
• Team player that understands the importance of working both individually and as part of a larger team.
• Curiosity to understand and discover customer needs and priorities and to test different combinations to discover what works.
• Highly strategic, consultative, and data-driven approach to sales
• Resilient, persistent, and thrives in long enterprise sales cycles
• Strong negotiation and value-based selling skills
• Passion for serving the customer and acting as a guide supporting our customers’ journey to identity orchestration.
• Balances great ambition and drive with a high level integrity and honesty
• Fun to be around
• Excellent communicator who can quickly understand customer needs.

Experience:

• At least 5 years of prior experience selling into the enterprise, ideally in the security space and or selling security or resiliency /continuity. Time spent as an SDR/BDR is important. 2+ years experience selling and closing new logos is required.
• Bachelor's Degree preferred or extensive experience selling Information Security/IAM Software

This is a unique opportunity to be part of a fast-growing startup that is shaping the future of multi-cloud identity management . If you’re passionate about enterprise sales, security, and technology, we’d love to hear from you!

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