Strata Enterprise Inside Sales Representative (ISR)

The Role

As an Enterprise Inside Sales Representative (ISR) at Strata, you will play a critical end-to-end role in both acquiring new customers and expanding existing accounts. You will be responsible for prospecting, qualifying, and closing new business while also managing expansions and renewals within our customer base. This hybrid role blends hunting for new logos with strategic account growth, making it an exciting opportunity for sales professionals who thrive on both building new relationships and maximizing existing ones.

If you’re a driven, high-energy sales professional with a passion for multi-cloud security and identity orchestration, this is your chance to take ownership of a high-impact sales role with unlimited earning potential.

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

Key Responsibilities

New Business Development & Sales

• Own a large enterprise territory across North America (including Canada) and proactively prospect companies such as 3M, Kroger, and UBS.
• Use Value Selling methodology to qualify and convert leads into customers.
• Work with Strata’s Market Development Representatives (MDRs) to qualify and close in-bound marketing driven opportunities.
• Develop relationships with technical and business decision-makers (CISOs, IT Directors, IAM Architects).
• Conduct initial product demos and articulate the value of Strata’s solutions before bringing in Sales Engineers for deeper technical demos.
• Travel onsite as needed to develop relationships and close deals (US passport and ability to travel to Canada required).
• Utilize tools such as Salesforce, Connect and Sell, and LinkedIn Sales Navigator to track pipeline progression.

Account Expansion & Renewals

• Identify upsell and cross-sell opportunities based on customer usage data, license utilization, and engagement trends.
• Drive critical Net Revenue Retention (NRR) metrics for Strata.
• Plan and execute on-site Customer Business Reviews (CBRs) regularly to understand customers’ priorities and needs, and build Strata’s brand and reputation with our customers.
• Own and drive renewals to ensure customers remain with Strata and increase their investments over time.
• Work closely with Customer Success and Retention teams to ensure long-term customer satisfaction and revenue growth.
• Use data-driven insights to build automated expansion playbooks, triggering sales motions that align with customer business objectives.
• Collaborate with marketing to provide feedback on lead quality and campaign effectiveness.

Sales Strategy & Execution

• Work with Strata sales leadership to manage forecasting and deal strategy and planning.
• Maintain timely and accurate CRM records to ensure transparency and efficiency in pipeline tracking.
• Engage in multi-threaded selling, influencing multiple stakeholders in complex enterprise deals.
• Provide thought leadership and industry insights, leveraging case studies and whitepapers to help customers solve security and governance challenges.
• Handle common objections related to security, compliance, and integration.
• Partner with marketing and product teams to fine-tune sales strategies and messaging.
• Attend trade-shows and events to represent Strata.

What We’re Looking For

Traits

• Strategic & Consultative: Ability to diagnose customer challenges and present tailored solutions.
• Resilient & Persistent: Thrives in long enterprise sales cycles and overcomes obstacles.
• Data-Driven & Analytical: Uses customer insights and data to drive decisions.
• Excellent Communicator: Can translate complex technical solutions into compelling business value.
• Team Player: Works well individually and cross-functionally with marketing, customer success, and product teams.
• Coachability & Continuous Improvement: Welcomes feedback and strives to optimize performance.
• High Integrity & Customer Focused: Passionate about guiding customers on their journey to identity orchestration.
• Fun to Be Around: Brings positive energy to the team and enjoys the fast-paced startup environment.

Experience

• 3+ years in enterprise sales, preferably in security or identity management.
• 2+ years closing new logos and managing full sales cycles.
• Prior experience as an SDR/BDR is valuable.
• Bachelor's degree preferred, or equivalent experience in cybersecurity/IAM software sales.

Why Join Strata?

• Uncapped Commission Potential: High-impact sales role with significant earnings upside.
• Category Leader: Be part of a startup that is shaping the future of multi-cloud identity management.
• Cutting-Edge Technology: Sell a market-leading identity orchestration platform that enterprises need.
• Career Growth: Build expertise across new business acquisition, expansion, and renewals—a rare combination in one role.



If you’re looking to own a territory, close major enterprise deals, and drive customer success, we want to hear from you!