United States onlyThis is a remote position.
Location: Currently remote; may transition to onsite in the future
Role Overview
We are seeking a Senior SDR who owns sales quota, delivers product demos, supports partner sign-up, and drives early product adoption before a structured handover to Partner Success Managers. This role blends sales, pre-sales, and early onboarding, requiring deep familiarity with the Microsoft CSP ecosystem, strong SaaS selling skills, and the ability to work with data using SQL.
Key Responsibilities
Sales Quota & Pipeline Ownership
- Own and consistently achieve monthly and quarterly sales quotas.
- Manage opportunities from discovery through demo, sign-up, and early adoption.
- Maintain accurate pipeline tracking, forecasting, and reporting in HubSpot CRM.
Product Demonstrations & Solution Selling
- Conduct tailored, value-driven product demos for Microsoft CSP partners.
- Position C3 capabilities across provisioning, billing, renewals, FinOps, and CX.
- Address objections and articulate ROI based on partner scale and maturity.
Partner Sign-Up & Early Adoption
- Guide partners through free trial activation and account setup.
- Assist with initial configuration, data validation, and first successful workflows.
- Ensure partners reach defined adoption milestones prior to handover.
Handover to Partner Success
- Transition partners smoothly to Partner Success Managers with full context.
- Document partner goals, configurations, risks, and next steps.
- Ensure continuity and positive customer experience post-handover.
Data, SQL & Insights
- Use SQL to analyze partner data, usage patterns, adoption metrics, and trends.
- Support sales insights, reporting, and data-backed conversations with partners.
- Collaborate with Product and Ops teams to share adoption insights and
Requirements
Required Skills & Experience
- 4–8 years of experience in B2B SaaS Sales / SDR / Inside Sales / Pre-Sales.
- Strong knowledge of the Microsoft CSP ecosystem (Direct & Indirect models, NCE, Partner Center).
- Proven experience delivering live product demos and managing early onboarding.
- SQL proficiency for querying data, reporting, and analysis.
- Strong understanding of SaaS sales cycles, metrics, and quota ownership.
- Excellent communication, presentation, and stakeholder management skills.
- Experience with CRM tools (HubSpot, Zoho, etc.).
Preferred Qualifications
- Experience selling to CSPs, MSPs, cloud resellers, or system integrators.
- Familiarity with cloud billing, licensing, renewals, or FinOps concepts.
What Success Looks Like
- Consistent quota achievement.
- High demo-to-signup and trial-to-paid conversion rates.
- Faster partner time-to-value and early adoption success.
- Seamless handover to Partner Success with strong partner satisfaction.
- Actionable insights shared with Product and Leadership teams.
