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Salary: USD 200,000 - 265,000 / annual
JumpCloud is seeking a Senior Manager, Direct Sales to lead its Commercial Direct Sales team of 5–7 Account Executives. The role focuses on acquiring new logos and expanding market footprint within mid-market organizations (100–1,000 employees). You will report directly to the VP of Global Sales and drive predictable Annual Recurring Revenue (ARR) growth through structured, high-velocity outbound pipeline generation.
Key responsibilities include:
• Lead and coach 5–7 quota-carrying Account Executives to consistent target achievement and team quota attainment (100%+).
• Design and scale a repeatable outbound hunting framework to increase rep-generated pipeline by at least 35% within 6 months.
• Embed daily generative and predictive AI workflows across the sales team within 90 days, improving outbound sequencing velocity, account research depth, and conversion speed.
• Standardize weekly deal inspection and call reviews using MEDDPICC criteria and Gong conversational intelligence, achieving ±5% quarterly forecast accuracy and improving late-stage deal conversion.
• Collaborate with Alliances and Channel Partners to integrate co-selling motions, generating at least 20% of new commercial pipeline via partner channels within 12 months.
• Evaluate territory distribution, pipeline coverage ratios, and historical conversion metrics; develop and roll out standardized outbound sales plays and multi-touch cadences using Outreach and LinkedIn Sales Navigator.
• Implement weekly structured 1:1 coaching sessions to upskill reps and remove pipeline blockers.
• Manage precise weekly, monthly, and quarterly ARR forecasts in Salesforce with continuous alignment to executive leadership.
• Partner cross-functionally with Channel/Alliances, Sales Enablement, and Product Marketing on territory co-selling, campaign execution, and competitive positioning.
• Mentor, retain, and recruit high-performing sales talent while maintaining team morale and accountability during organizational transitions.
The role offers substantial executive visibility, opportunity to shape channel and alliance strategies, and the chance to build lasting impact on JumpCloud's flagship sales segment.
REQUIREMENTS:
Must-have functional skills:
• Proven track record managing and leading quota-carrying B2B SaaS direct sales teams to consistent target achievement.
• Demonstrated success 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 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.
