Demand Generation Specialist

About ObserveID ObserveID is a leading provider of a converged Identity and Access Management (IAM), Identity Governance and Administration (IGA), and Privileged Access Management (PAM) platform. We enable organizations to secure and manage their digital identities and access across hybrid and multi-cloud environments, ensuring compliance and mitigating risk. We are a fast-growing, innovative company committed to redefining the future of enterprise identity security. Location & Role Type: Remote, Individual Contributor (IC) The Opportunity We are seeking a highly motivated and experienced Demand Generation Specialist to drive sales of our cutting-edge converged IAM, IGA, and PAM platform. This is a crucial individual contributor role responsible for managing the entire inside sales cycle, from initial outreach and qualification to closing deals, primarily focusing on mid-market and enterprise accounts. The ideal candidate has a proven track record in selling complex B2B SaaS solutions, specifically within the cybersecurity domain, and possesses deep knowledge of the Identity and Access Management space. Key Responsibilities - Pipeline Management: Proactively identify, qualify, develop, and manage a robust sales pipeline, accurately forecasting sales activity and revenue. - Lead Qualification & Nurturing: Work closely with Marketing and Business Development teams to qualify inbound leads and strategically nurture prospects until they are sales-ready. - Product Expertise: Become a subject matter expert on the ObserveID platform, articulating the value proposition, technical details, and competitive advantages of our converged IAM, IGA, and PAM solution to prospective clients. - Discovery & Demonstration: Conduct thorough discovery calls to understand customer pain points and technical requirements. Deliver compelling product demonstrations tailored to the prospect's specific security and governance needs. - Proposal & Negotiation: Prepare customized proposals, navigate complex negotiations, and effectively articulate ROI to secure successful contract closures. - CRM Management: Maintain meticulous and up-to-date records of all sales activities and customer interactions in the CRM. - Market Feedback: Collaborate with Product and Marketing teams to provide feedback on market trends, competitive landscape, and customer needs to help refine product offerings and messaging. Required Qualifications - Experience: Minimum of 2-3 years of proven inside sales experience selling B2B SaaS products within the cybersecurity industry. Having key CISO/CIO connections in India, Middle East or APAC is a plus. - Domain Expertise: Strong preference for direct sales experience in Identity and Access Management (IAM) or Identity Governance and Administration (IGA). Experience with PAM is a significant plus. - Track Record: Demonstrated history of consistently meeting or exceeding sales quotas in a high-growth environment. - Remote Work Proficiency: Proven ability to work autonomously, manage time effectively, and succeed in a fast-paced, remote-first environment. - Communication: Exceptional verbal and written communication, presentation, and negotiation skills. - Technical Acumen: Ability to quickly understand and articulate complex technical concepts (e.g., cloud access, compliance, identity lifecycle management). - Education: Bachelor's degree in a relevant field (e.g., Business, Technology) is preferred. What We Offer - Competitive base salary and a lucrative, uncapped commission structure. - Comprehensive benefits package. - Opportunity to be a key player in a rapidly growing, innovative company. - A collaborative, supportive, and remote-first work culture. - Continuous professional development and growth opportunities. ObserveID is an Equal Opportunity Employer.