Inside Sales Representative

Location:
Local (Boston, MA) |
Type:
Full-Time |
Reports to:
Chief Revenue Officer

Assail is a fast-growing AI cybersecurity startup redefining how organizations validate their exposure to real-world attacks. Our flagship platform,
Ares
, delivers Adversarial Exposure Validation through autonomous red teaming against web apps, APIs, and mobile apps. We don’t just find vulnerabilities—we prove they’re exploitable, giving security teams the evidence-based intelligence they need to prioritize what actually matters.

This is a quota-carrying closing role, not a meeting-setting seat. As an Inside Sales Representative, you’ll own the full sales cycle for inbound leads, self-sourced pipeline, and velocity deals—from first conversation through signed contract. You’re selling into application security teams, Dev Sec Ops  leaders, and CISOs who are technical, time-pressed, and have zero tolerance for reps who can’t speak their language.

The ISR who thrives here will combine product knowledge depth with deal execution discipline, running high-volume consultative sales motions that convert qualified interest into closed revenue. Ares sells itself once the right buyer sees it in action. Your job is to run a tight process that gets to demo, builds urgency, navigates procurement, and closes.

• Own and close a personal revenue quota by managing the full sales cycle for SMB and mid‑market accounts—from lead qualification through contract execution and handoff to customer success
• Run discovery calls that uncover the prospect’s security testing maturity, current tooling gaps, compliance drivers, and business pain. You’ll map Ares capabilities directly to their attack surface challenges, not pitch features
• Deliver compelling product demonstrations of the Ares platform, showcasing adversarial exposure validation across web and mobile applications. You’ll tailor every demo to the prospect’s environment and threat model
• Build and manage a high‑velocity pipeline through a combination of inbound lead follow‑up, marketing‑qualified lead conversion, partner referrals, and self‑sourced prospecting into your territory
• Develop and execute account plans for target accounts, identifying multiple stakeholders (App Sec, Engineering, Vulnerability Management, CISO, Procurement) and orchestrating multi‑threaded deal strategies
• Navigate procurement and security review processes—you’ll handle RFIs, security questionnaires, and legal redlines without losing deal momentum
• Accurately forecast pipeline weekly with clear deal stage criteria, next steps, and close dates. Your CRM will be a real‑time reflection of your business, not an afterthought
• Collaborate with the CRO, marketing, and product to refine positioning, competitive battle cards, pricing strategies, and customer feedback loops that accelerate the overall sales motion
• Contribute to the development of repeatable sales processes, playbooks, and objection‑handling frameworks as we scale the revenue organization

• 2–5 years of inside sales or full‑cycle closing experience in B2B SaaS, with a strong preference for cybersecurity, Dev Sec Ops , application security, or infrastructure software
• Consistent track record of meeting or exceeding quota—you can point to specific numbers, rankings, and W‑2s that prove you close business
• Ability to run a technical demo and hold your own in conversations with security engineers, App Sec managers, and CISOs. You don’t need to write exploit code, but you need to understand vulnerability management, DAST vs. SAST, and why proof of exploitability changes the conversation
• Strong discovery methodology—you run structured qualification (MEDDPICC, BANT, or equivalent) and know how to disqualify fast so you spend time on winnable deals
• Proficiency with CRM and sales engagement tools (Salesforce/Hub Spot, Outreach/Salesloft, Gong/Chorus, Linked In Sales Navigator)
• Excellent written and verbal communication—your proposals are tight, your follow‑ups are timely, and your executive summaries actually get read
• Comfort operating in an early‑stage environment where you’ll help build the…