Inside Sales Representative

Requirements

• Inside Sales Excellence:
• 1-3 years of success in inside sales or SDR/BDR roles with demonstrated progression and quota attainment
• Proven ability to close deals independently—not just qualify and hand off, but own the full cycle through contract signature
• Track record of consistent quota attainment (90-100%+) in a high-velocity sales environment
• Experience with $15K-$50K ACV deal sizes and 30-90 day sales cycles—you understand velocity selling, not just enterprise account management
• PLG & Product-Led Sales
  
  Experience:
• Experience working PLG or trial conversion motions where product usage signals inform sales engagement
• Ability to read and interpret product usage data to prioritize outreach and qualify buying intent
• Understanding of how to add value to self-service users without being intrusive—you know when to engage and when to let product do the work
• Comfort selling to technical buyers who have already evaluated the product and formed opinions
• Prospecting & Pipeline Generation:
• Demonstrated ability to generate pipeline through outbound prospecting—cold calls, personalized emails, Linked In engagement, video messaging
• Experience working marketing-sourced leads with rapid follow-up and disciplined qualification
• Ability to maintain high activity levels (80+ weekly touches) while preserving quality and personalization
• Strong research skills using Linked In Sales Navigator, Zoom Info, Crunchbase, 6sense, or similar tools to identify trigger events and buying signals
• MEDDPICC & Sales Methodology:
• Familiarity with MEDDPICC, MEDDIC, or similar qualification frameworks—formal training preferred but not required if you demonstrate structured qualification discipline
• Ability to document qualification evidence in CRM, not just self-assessed confidence scores
• Understanding of the difference between activity and progress—you measure yourself on qualified pipeline and closed revenue, not calls made or emails sent
• Technical Acumen:
• Familiarity with data infrastructure, cloud services, and developer tools sufficient to have credible conversations with technical buyers
• You don't need to be an engineer, but you can discuss Kafka use cases, PostgreSQL vs. other databases, cloud deployment models, and operational trade-offs at a conceptual level
• Ability to learn technical concepts quickly and translate them into business value for different buyer personas
• Interest in open-source technologies and the developer ecosystem—you're curious about how these tools work and why they matter
• Communication & Presence:
• Excellent verbal communication for discovery calls, demos, and negotiations conducted primarily via video and phone
• Strong written communication for personalized outreach, follow-up emails, and proposal summaries
• Ability to simplify complex technical concepts into clear value statements for different audiences
• Professional presence that builds credibility with technical decision-makers who are evaluating both the product and the vendor
• High-Performance Mindset:
• Self-driven and disciplined—you don't need someone watching over your shoulder to maintain high activity and quality standards
• Competitive without being political—you want to win and you measure yourself against top performers
• Coachable—you actively seek feedback, incorporate it quickly, and demonstrate improvement over time
• Resilient—you handle rejection and setbacks without losing momentum or making excuses
• Ownership mentality—when something goes wrong, you ask what you could have done differently, not who else is to blame
• Geography & Work Style:
• Willingness to travel 10-20% for field events, team meetings, and customer engagements as needed

• As an Inside Sales Representative, North America, you will drive new customer acquisition and revenue growth within high-velocity segments of the North American market.
• This is a closing role—you own the full sales cycle from initial engagement through signed contract for companies under $250M in revenue, as well as PLG conversions from Aiven's self-service and trial user base
• This role operates at the intersection of product-led growth and inside sales execution. You will convert high-intent signals—trial…