Direct Sales Manager

All roles at JumpCloud® are Remote unless otherwise specified in the Job Description.

About JumpCloud®

JumpCloud® is the AI-powered unified IT management platform designed to secure the modern workforce. By consolidating identity, device, and access management, JumpCloud provides intelligent, secure IT that scales from human users to autonomous AI agents. We help organizations around the globe eliminate complexity and turn AI risk into an optimized advantage, ensuring the right people and agents have secure access to the right resources at all times.  

JumpCloud is Intelligent, Secure IT.

About the Role:

  The Senior Manager, Direct Sales leads JumpCloud's Commercial Direct Sales team (5–7 Account Executives) responsible for acquiring new logos and expanding market footprint within organizations of 100 to 1,000 employees. As JumpCloud scales, this leader solves the critical business need for a structured, high-velocity outbound pipeline generation engine that drives predictable Annual Recurring Revenue (ARR). By embedding daily AI-driven sales workflows, rigorous MEDDPICC qualification, and data-backed Gong coaching cadences, you will lead a proven team of high performers through organizational transitions into their next phase of growth.   Reporting directly to the VP of Global Sales, you will turn strategic growth priorities into consistent quarterly execution, driving new customer acquisition and market leadership.

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

Measurable outcomes for the first 6-12 months:

1. 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.

2. 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.

3. 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.

4. 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.

5. 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.

Critical Subtasks

Supporting activities to achieve objectives (order logically):

1. Evaluate current territory distribution, pipeline coverage ratios, and historical conversion metrics across the commercial direct sales segment.

2. Develop, test, and roll out standardized outbound sales plays, messaging sequences, and multi-touch cadences utilizing Outreach and LinkedIn Sales Navigator.

3. Integrate daily AI tools into standard rep workflows to streamline target account research, craft personalized outreach, and surface deal risk early.

4. Implement weekly structured 1:1 coaching and deal review sessions utilizing Gong call recordings and MEDDPICC frameworks to upskill reps and remove pipeline blockers.

5. Manage and deliver precise weekly, monthly, and quarterly ARR forecasts in Salesforce, maintaining continuous alignment with executive sales leadership.

6. Partner cross-functionally with Channel/Alliances, Sales Enablement, and Product Marketing to align territory co-selling, campaign execution, and competitive positioning.

7. Mentor, retain, and recruit high-performing sales talent, maintaining high team morale, accountability, and professional growth during structural and organizational shifts.

Skills and Experience

Must-have functional skills:

• 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.

Preferred domain knowledge:

• 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.

Tools or systems knowledge:

• 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.

Behavioral or power skills:

• 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.

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.

#LI-MH1

Where you’ll be working/Location: JumpCloud® is committed to being Remote First, meaning that you are able to work remotely within the country noted in the Job Description.   All roles posted in United States locations do require that you be located within one of the 50 U.S. States.  Our Headquarters is in the Denver/Boulder, CO area but as a remote company, you are able to work remotely anywhere in the U.S.  If you would like to spend time in our offices in the Denver/Boulder area, you are welcome to do that as well.   Language: JumpCloud® has teams in 15+ countries around the world and conducts our internal business in English. The interview and any additional screening process will take place primarily in English. To be considered for a role at JumpCloud®, you will be required to speak and write in English fluently.  Any additional language requirements will be included in the details of the job description.   Why JumpCloud?   If you thrive working in a fast, SaaS-based environment and you are passionate about solving challenging technical problems, we look forward to hearing from you! JumpCloud® is an incredible place to share and grow your expertise! You’ll work with amazing talent across each department who are passionate about our mission. We’re out of the box thinkers, so your unique ideas and approaches for conceiving a product and/or feature will be welcome. You’ll have a voice in the organization as you work with a seasoned executive team, a supportive board and in a proven market that our customers are excited about.     One of JumpCloud®'s three core values is to “Build Connections.” To us that means creating " human connection with each other regardless of our backgrounds, orientations, geographies, religions, languages, gender, race, etc. We care deeply about the people that we work with and want to see everyone succeed." - Rajat Bhargava, CEO   Please submit your résumé and brief explanation about yourself and why you would be a good fit for JumpCloud®.  Please note JumpCloud® is not accepting third party resumes at this time.      JumpCloud® is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.    Scam Notice: Please be aware that there are individuals and organizations that may attempt to scam job seekers by offering fraudulent employment opportunities in the name of JumpCloud. These scams may involve fake job postings, unsolicited emails, or messages claiming to be from our recruiters or hiring managers. Please note that JumpCloud will never ask for any personal account information, such as credit card details or bank account numbers, during the recruitment process. Additionally, JumpCloud will never send you a check for any equipment prior to employment.   All communication related to interviews and offers from our recruiters and hiring managers will come from official company email addresses (@jumpcloud.com) and will never ask for any payment, fee to be paid or purchases to be made by the job seeker. If you are contacted by anyone claiming to represent JumpCloud and you are unsure of their authenticity, please do not provide any personal/financial information and contact us immediately at recruiting@jumpcloud.com with the subject line "Scam Notice"   #LI-Remote #BI-Remote