About JumpCloud®
JumpCloud is Intelligent, Secure IT.
About the Role:
Employee Value Proposition
-
Purpose: Champion JumpCloud’s core growth engine by empowering commercial enterprises to securely unify identity, access, and device management in the modern AI age.
-
Growth: Own the commercial territory strategy, pilot cutting-edge AI-native prospecting methodologies, and elevate high-caliber Account Executives into top enterprise sales performers and future leaders.
-
Motivators: Lead a President's Club-caliber team with substantial executive visibility, shape channel and alliance co-selling strategies, and build a lasting impact on JumpCloud’s flagship sales segment.
Major Performance Objectives
-
Deliver 100%+ of Team Quota Attainment: Achieve the team roll-up revenue target by coaching and managing 5–7 Account Executives to consistently hit and exceed individual quarterly quotas within the first 6–12 months.
-
Establish a Predictable Outbound Pipeline Motion: Design and scale a repeatable outbound hunting framework that increases rep-generated outbound pipeline by at least 35% within the first 6 months, mitigating reliance on inbound channels.
-
Operationalize Daily AI Prospecting Adoption: Embed daily generative and predictive AI workflows across the entire sales team within 90 days, demonstrating measurable gains in outbound sequencing velocity, account research depth, and conversion speed.
-
Institute Structured MEDDPICC & Gong Coaching Frameworks: Standardize weekly deal inspection and call reviews using MEDDPICC criteria and Gong conversational intelligence, achieving quarterly forecast accuracy within ±5% and improving late-stage deal conversion rates within 6 months.
-
Scale Channel & Partner-Sourced Pipeline: Collaborate with Alliances and Channel Partners to integrate partner co-selling motions into commercial territory plans, generating at least 20% of new commercial pipeline via partner channels within the first 12 months.
Measurable outcomes for the first 6-12 months:
Critical Subtasks
-
Evaluate current territory distribution, pipeline coverage ratios, and historical conversion metrics across the commercial direct sales segment.
-
Develop, test, and roll out standardized outbound sales plays, messaging sequences, and multi-touch cadences utilizing Outreach and LinkedIn Sales Navigator.
-
Integrate daily AI tools into standard rep workflows to streamline target account research, craft personalized outreach, and surface deal risk early.
-
Implement weekly structured 1:1 coaching and deal review sessions utilizing Gong call recordings and MEDDPICC frameworks to upskill reps and remove pipeline blockers.
-
Manage and deliver precise weekly, monthly, and quarterly ARR forecasts in Salesforce, maintaining continuous alignment with executive sales leadership.
-
Partner cross-functionally with Channel/Alliances, Sales Enablement, and Product Marketing to align territory co-selling, campaign execution, and competitive positioning.
-
Mentor, retain, and recruit high-performing sales talent, maintaining high team morale, accountability, and professional growth during structural and organizational shifts.
Supporting activities to achieve objectives (order logically):
Skills and Experience
-
Proven track record of managing and leading quota-carrying B2B SaaS direct sales teams to consistent target achievement.
-
Demonstrated success in designing and executing outbound hunting motions, pipeline generation playbooks, and territory build-outs.
-
Mastery of structured sales qualification frameworks (MEDDPICC) and conversational intelligence deal inspection.
-
Proven leadership in sales coaching—diagnosing performance gaps, coaching both underperformers and top performers, and driving accountability with empathy.
-
Experience integrating channel, reseller, and ecosystem partners into active direct sales cycles.
-
Commercial B2B SaaS sales segment (100–1,000 employees) and understanding of IT, DevOps, and Security buyer personas.
-
Identity and Access Management (IAM), cloud directory services, or cybersecurity infrastructure software.
-
Experience managing sales motions or expanding territories in Latin America (LATAM) is a plus.
-
Salesforce (SFDC) for opportunity management, pipeline analytics, and executive ARR forecasting.
-
Gong (or equivalent conversation intelligence platforms) for structured call analysis, scorecards, and deal coaching.
-
Outreach, LinkedIn Sales Navigator, or modern sales engagement tech stacks.
-
Hands-on daily utilization of AI tools for prospecting, content personalization, and workflow acceleration.
-
Empathetic yet accountable leadership style capable of steering high-performing teams through organizational change.
-
Analytical mindset with the ability to interpret sales metrics, diagnose pipeline trends, and implement decisive execution plans.
-
Exceptional cross-functional communication and stakeholder management across all leadership levels.
-
High-conviction, curious, and resilient attitude suited for high-growth environments.
Must-have functional skills:
Preferred domain knowledge:
Tools or systems knowledge:
Behavioral or power skills:
In accordance with the Colorado Equal Pay for Equal Work Act, the approximate annual compensation range for this role, depending on individual candidate level and experience, is $200,000 - $265,000 OTE, including base salary and any related bonuses or commissions.
In the US, JumpCloud® provides a comprehensive benefits package, with several medical plans to choose from including a high deductible HSA plan with employer contribution, two dental plans, vision insurance, flexible spending account (FSA), employee assistance program (EAP), short- and long-term disability, life insurance and a 401k savings plan with match. We have a flexible paid time off policy.