• Nurture and qualify inbound and GTM Engineering-sourced leads through structured discovery, ensuring opportunities are properly scoped before investment of senior resource• Run your own outbound prospecting into mid-market accounts across defined verticals, researching accounts, identifying the right contacts, and building pipeline from intent signals and network• Manage the full sales cycle on mid-market opportunities from first meeting through to signed agreement (proposal, commercial discussion, procurement, and close)• Work with technical leads and subject matter experts to produce accurate, credible proposals and statements of work• Maintain rigorous CRM hygiene: every lead, every conversation, every next step logged and up to date• Support the Senior Sales Executive on enterprise pursuits, coordinating stakeholder mapping, preparing materials, and managing follow-up• Represent ControlPlane at industry and community events as the role develops• Provide regular pipeline reporting and deal commentary to commercial leadership
Requirements
- 1–3 years of experience in a commercial role (inside sales, account executive, SDR-to-close, or similar) where you have owned part or all of a sales cycle
- Genuine curiosity about technology and security – you do not need to be an engineer, but you need to want to understand what you are selling and why it matters; the SDLC, software supply chains, and cloud-native infrastructure are the problem space you will live in
- Diligence and follow-through: leads die through inaction; you are the kind of person who closes the loop, updates the CRM without being asked, and does not let deals drift
- Strong written and verbal communication: you can articulate a complex value proposition clearly to a technical buyer and adjust your register for a procurement conversation
- Comfort operating in a fast-moving, resource-lean environment. Scale-up energy, not corporate process dependence
- Commercial awareness: you understand margin, you can hold a price conversation, and you know when to escalate.
ATS Optimization KeywordsBelow are skills and terms extracted directly from this job posting to improve Applicant Tracking System (ATS) visibility. This unique feature helps candidates tailor their applications more effectively — a feature exclusive to JobTailor job listings.
Hard Skills
- sales cycle management
- CRM management
- pipeline reporting
- proposal writing
- commercial discussion
- procurement
- lead qualification
- outbound prospecting
- account research
- stakeholder mapping
Soft Skills
- diligence
- follow-through
- strong communication
- curiosity about technology
- adaptability
- commercial awareness
- problem-solving
- relationship building
- organizational skills
- team collaboration
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