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Inside Sales Representative 🔥


Replicated is the modern way to ship multi-prem software. Replicated helps software vendors quickly and easily deploy their applications to any customer using a single architecture.The Replicated platform provides all of the tools needed to operationalize and scale the distribution of Kubernetes applications into any enterprise environment. Those tools include Kubernetes-native versions of release channels, customer license management, automated troubleshooting, and a nextgen end-customer admin experience.



Replicated is committed to cultivating an efficient, respectful workplace. We know that innovation thrives on teams where diverse points of view come together to solve hard problems in ways that are just now possible. As such, we explicitly seek people that bring diverse life experiences, diverse educational backgrounds, diverse cultures, and diverse work experiences.



We are fully remote and plan to stay that way! Most roles are open in any state in the US. We're open to candidates in Canada and the UK also.



Our sales team structure is made of pods (AE, ISR, SDR) who work closely together to knock their quota out of the park. The goal of the ISR is to increase Annual Recurring Revenue (ARR) in Mid-Market and Start-Up Accounts. The focus is on new customer acquisition and customer expansion through upsell opportunities.



We are looking to add ISR's to our fast paced Inside Sales Program. The Inside Sales program has grown over 4x in 2021 and continues to grow across The US & European regions. The Inside Sales Program consists of two groups:
  • ISR (Jr Account Executive) - 100% Outbound + Full Sales Cycle Management
  • SDR (Sales Development Representative) - 80% Outbound / 20% Inbound



This is not your typical Inside Sales Program. A positive attitude, competitive spirit. startup ethos and authenticity are at the core of the Inside Sales Program's DNA. We are constantly looking for new ISR's to join our team because we are focused on establishing both tenure and career path. We are a program that establishes multiple Levels of SDR for personal/professional growth that can earn you multiple career paths as a Senior SDR, SDR Team Lead and ultimately ISR.



ISR's are onboarded and developed from Day 1 to be successful-- This role is 100% outbound and we train our new ISR's to be able to execute both the same role/responsibility of our SDR group, but we also train ISR's to manage full life-cycle deals via the MEDDICC Sales Methodology. You should have experience / success as an Outbound SDR/Seller.



Unique to the Replicated Inside Sales Program, we provide a 4 Week Training Period for both ISR & SDR roles. We focus on developing both soft & hard skills for both Playbook/Process as well as Product & Overall Kubernetes Ecosystem knowledge.



Both SDR's and ISR's are specifically focused on external outreach-- 100%+ of the role is outbound. Your primary objective is to secure new qualified meetings to build yourself a 2x-3x Pipeline to hit your Annual ARR number. During your onboarding period you will be taught to leverage various Inside Sales plays & motions that span across Company/Prospect list curation + Phone Calls, Email, Social Messaging across various sales tools & social platforms (Outreach, LeadIQ, LinkedIn, Crunchbase, etc) + MEDDICC Training, POV (POC) Process and overall Deal Management to Closed Won.



What you'll be doing:
  • In your first month you will participate in a 4 Week Inside Sales Ramp Period comprised of Daily/Weekly Micro Level Modules that are focused Playbook and Process. These modules will both help setting up your day to day + monthly cadence for Monthly/Quarterly execution for MRR and ARR targets.
  • Learn the features and benefits of Replicated and the value proposition during the Inside Sales Ramp Period. These modules will help you effectively communicate across 1:1, 1:Few & 1:Many situations at scale.
  • Outbound Activities - Research, identify, curate and execute sales motions across Replicated's ICP (Ideal Customer Profile) with key accounts, outbound lists & ultimately stake holders
  • Pipeline Deal Management in tandem with your Field Sales Account Executive & SDR Teammate.



What you bring to the role:
  • A minimum 1-2 years experience as an SDR for a B2B software company
  • Experience outbound prospecting / selling into software software companies.
  • Coachable Team Player
  • Positive Attitude, Competitive Spirit. Startup Ethos and Authenticity.
  • Strong communication skills: Written, Verbal, and Active listening.
  • Ability to multitask, prioritize and manage tasks effectively
  • Understanding of Ideal Customer Profiles (ICP) and Buyer Personas and how they influence targeting and messaging



Nice to haves:
  • Experience with: Salesforce, Outreach, LinkedIn Sales Navigator, LeadIQ, Crunchbase & Hubspot
  • Computer Science Degree or Experience in the Kubernetes or DevOps Ecosystem



UK Benefits:
  • Medical/Dental/Vision Insurance options
  • Pension contribution
  • Generous time off- 25 days annual plus more if you want it!
  • MacBook laptop+accessories you need to get set up
  • Generous home office or co-working space program - up to £7,000 per year in reimbursements
  • Stock options
  • Curiosity Budget to help you keep learning and growing!



Not sure you meet 100% of our qualifications? Please apply anyway!



We invest in our team and love candidates who are eager to learn and grow. We have a fantastic team of highly collaborative individuals who enjoy learning, growing, and mentoring others.



OUR VALUES



Curious. We are driven by a passion for solving hard problems and propelled by a shared desire to continuously learn.



Trailblazing. We have the confidence to pursue new avenues and the courage to zig when so many others zag.



Humble. We are proud of our accomplishments but understand that we haven’t solved every problem, yet. We’re on a journey of discovery and improvement.



Dedicated. We take the long view when it comes to how we treat each other, how we treat our customers, and how we build our technology.



Trusting and trusted. We inherently trust each other and believe in empowerment and autonomy so people can bring and do their best.



Inclusive. We strive for diversity and inclusiveness because we know that being diverse and inclusive helps people, companies and communities thrive.



Care personally. We know each member of our team is valuable and deserving of our active listening, understanding, and support.



Benefits



We offer strong benefits to help you stay healthy and productive. For the US, our benefits are listed below:
  • Health/Dental/Vision
  • Life/AD&D
  • LTD/STD
  • FSA
  • 401K
  • Stock options
  • Partner perk programs
  • Generous time off, we expect you to take a minimum of 3 weeks of per year
  • Laptop+accessories you need to get set up
  • Generous home office set up allowance or co-working space allowance - up to $10,000 per year!
  • Curiosity Budget to help you keep learning and growing!



Replicated is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We encourage applicants of all backgrounds and we work to make sure that all team members have an equal opportunity to succeed.



We do not accept unsolicited assistance from any headhunters or recruitment firms for any of our job openings. All resumes or profiles submitted by search firms to any employee at Replicated in any form without a valid, signed search agreement in place for the specific position will be deemed the sole property of Replicated. No fee will be paid in the event the candidate is hired by Replicated as a result of the unsolicited referral.



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