Inside Sales Representative - Poland

Since 1999, we have been designing secure, sustainable infrastructures aimed at supporting the most ambitious companies. Historically known for our dedicated servers (Dedibox), we made a strategic shift to cloud computing in 2015. Staying true to our principles of simplicity, flexibility, and technical excellence, we have become one of the leading players in Europe in the sector. With the rise of artificial intelligence, we have strengthened our commitment, supported by the Iliad Group, which is investing €3 billion to develop a serious, sovereign AI alternative to American and Asian giants.

Every day, thanks to our fast-growing portfolio of cloud and AI products (bare metal, containerization, serverless, AI, etc.), Scaleway proudly serves thousands of customer across the private and public sector, from corporations like France Télévisions or Hachette Livre, to fast-growing startups like Photoroom and Biolevate, to institutions like the City of Copenhagen.

Our offices are located in Paris, Lille, Toulouse, Rennes, Rouen, Bordeaux and Lyon.

Scaleway is experiencing hyper-growth, and our business in Poland is expanding rapidly! To support this strong momentum and scale our presence in the Polish market, we are strengthening our Business Development team in our Warsaw office. Your mission will be to proactively identify, contact, and qualify prospects across Poland to generate a high-quality sales pipeline. Working hand-in-hand with our local Account Executive based in Warsaw, you will actively participate in outbound prospecting and represent Scaleway at key industry events to boost our sovereign cloud adoption.

We work in a collaborative and international environment where the diversity of "Scalers," combined with a spirit of sharing, brings new projects to life every single day. You will join our Polish team based directly in Warsaw, working in tandem with the broader international BDR organization. You will work closely with our local Account Executive - co-owning field events and targeted outbound campaigns as well as Marketing and Sales Ops to handle a growing volume of leads and accelerate our market penetration in Poland.

Your responsibilities:

• Conduct targeted outbound prospecting to identify key decision-makers across the Polish market.
• Maintain a high level of daily sales activity, combining structured call campaigns and tailored multi-channel cadences.
• Leverage Linked In Sales Navigator, Outreach, and data enrichment tools to optimize outreach and target ideal points of contact.
• Manage a steady flow of incoming leads generated by our expanding presence and brand awareness in Poland.
• Partner closely with the local Account Executive to prepare for, attend, and follow up on key industry events and field marketing actions.
• Rigorously manage lead data and pipeline stages in Salesforce/Hub Spot.
• Conduct discovery calls to uncover true client pain points rather than relying on a rigid checklist.
• Qualify leads using the MEDDIC framework to ensure high-quality opportunities for the local region.
• Challenge prospects' assumptions with courtesy and professional assertiveness.
• Participate in strategy sessions to refine cadences and market penetration strategies for Poland.

TECHNICAL SKILLS (Hard Skills):

• Native or fluent in Polish (essential for building strong relationships in the local market) and fluent in English (our main working language across hubs).
• 0 to 2 years of experience in an outbound-focused sales role (BDR/SDR/Inside Sales). Demonstrated success in hitting activity quotas and a strong mastery of cold prospecting fundamentals.
• Proficiency in MEDDIC or a similar sales qualification methodology.
• Experience with modern sales stack tools (Salesforce/Hub Spot, Outreach, Linked In Sales Navigator).
• Strong ability to use open-ended questions to identify core business challenges.

REQUIRED QUALITIES (Soft Skills):

• Resilience:
  Ability to handle constant rejection while maintaining positive energy and drive.
• Curiosity: A natural "hunter" mindset with a strong desire to understand how tech and cloud ecosystems work.
• Coachability:
  Openness to feedback and the capacity to quickly adapt sales techniques.
• Assertiveness:
  Comfortable taking charge of conversations and challenging prospects.
• Active Listening:
  Ability to engage in authentic, consultative conversations rather than sticking strictly to a script.

• Paris HQ Onboarding: A comprehensive 1-week onboarding program at our Paris headquarters to kickstart your journey.
• Travel (flights/trains) and hotel accommodation are fully covered by Scaleway (meals on your own).
• Location & Offices:
  Based in our vibrant Warsaw offices, fully equipped to offer a collaborative and modern workspace.
• Hybrid Work:
  Up to 3 days of remote work per week.
• Catering & Benefits:
  Dedicated regional perks (e.g., meal vouchers where applicable) and access to company wellness initiatives.
• Well-being Commitment:
  Scaleway is dedicated to your…