Inside Sales Representative

About the role

You will own the end-to-end prospecting journey for the Polish market by initiating and executing high-volume outbound campaigns that directly generate a qualified sales pipeline. You will act as the primary point of contact for key decision-makers, using consultative questioning to uncover critical business challenges and position Scaleway as the sovereign cloud of choice. This role demands resilience as you navigate constant rejection, maintaining a proactive and positive energy that fuels your daily pursuit of new opportunities. You will partner tightly with the local Account Executive to co-create and execute field events, ensuring consistent brand messaging and a unified go-to-market approach across all customer touchpoints. Your work will be grounded in data discipline, where you rigorously manage every interaction in Salesforce and HubSpot to provide accurate forecasting and actionable insights. You will leverage advanced search intelligence on LinkedIn Sales Navigator to map ideal customer profiles and refine target lists for maximum relevance. Ultimately, you will challenge the status quo for Polish enterprises and startups by questioning assumptions and introducing scalable, sustainable cloud alternatives that align with Scaleway's European values.

Key facts

What you'll do

Execute a structured daily outreach cadence across voice, email, and LinkedIn to penetrate new accounts and expand existing relationships.

Utilize LinkedIn Sales Navigator and data enrichment platforms to research and validate high-potential contacts across diverse industries in Poland.

Qualify every opportunity against the MEDDIC framework, ensuring that budget, authority, need, and timeline are clearly defined before advancing.

Manage the full sales pipeline in Salesforce and HubSpot, updating every interaction with precision to maintain an accurate reflection of progress.

Coordinate logistics and co-sell alongside the local Account Executive for field events, webinars, and discovery sessions that strengthen local presence.

Generate and manage a high volume of inbound leads resulting from Scaleway's growing brand recognition and marketing initiatives in Poland.

Conduct discovery calls that focus on active listening to reveal latent pain points and business objectives rather than following a rigid script.

Challenge current provider assumptions with professional assertiveness, guiding prospects toward scalable and sovereign cloud architectures.

Analyze campaign performance metrics and share insights with the BDR team to continuously refine messaging and improve response rates.

Represent Scaleway at industry conferences and local networking events to build awareness and capture demand for sovereign cloud solutions.

Collaborate with Marketing and Sales Operations to optimize multi-channel sequences and ensure alignment with broader European initiatives.

Maintain a high level of discipline in forecasting and reporting, providing transparent updates on pipeline health and key blockers.

Demonstrate mastery of cold prospecting techniques by consistently reaching new decision-makers and expanding the addressable market in Poland.

Act as an owner-operator for the Polish region, balancing speed of execution with the quality of relationships built over time.

Requirements

You possess native or fluent proficiency in Polish, which is essential for establishing trust and strong relationships with local prospects.

You are fluent in English, as it is the primary working language used across Scaleway's international hubs and internal communications.

You bring 0 to 2 years of hands-on experience in outbound-focused sales roles such as BDR, SDR, or Inside Sales.

You have a proven track record of hitting activity and pipeline quotas through disciplined cold prospecting and consistent outreach.

You are proficient in using MEDDIC or a similar structured sales qualification methodology to evaluate opportunities objectively.

You have practical experience with modern sales stack tools, including Salesforce, HubSpot, Outreach, and LinkedIn Sales Navigator.

You can skillfully use open-ended questions to uncover core business challenges and translate them into tailored value propositions.

You demonstrate resilience by maintaining high energy and performance levels despite frequent rejection and competitive targets.

You exhibit strong curiosity and a hunter mindset, actively seeking to understand how cloud, AI, and infrastructure ecosystems serve different industries.

You are highly coachable, welcoming feedback from managers and peers and rapidly adjusting your techniques to improve results.

You communicate with assertiveness and confidence, comfortably taking charge of conversations and steering discussions toward clear decisions.

You practice active listening, engaging in consultative dialogues that focus on the prospect's context rather than scripted pitches.

You uphold data integrity by meticulously managing lead information and pipeline stages to support accurate forecasting.

You are comfortable working from our Warsaw office, understanding the hybrid work policy that allows up to three remote days per week.

Nice to have

Experience participating in or organizing field events and industry meetups in the Polish market.

Familiarity with the French and European tech ecosystem, including regulations around data sovereignty and cloud strategy.

Basic understanding of AI and cloud infrastructure concepts, such as containers, serverless, and bare metal offerings.

Practical notes

This role is based in our Warsaw office and operates under a hybrid work model, allowing up to three days of remote work per week.

Travel is primarily local within the Poland region for events and client visits, with no requirement for international relocation.

Candidates must meet the language requirements to ensure effective communication with both local and international stakeholders.