Manager, Sales Engineering - JumpCloud

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.

Role Overview

As Manager, Sales Engineering, you will lead, coach, and scale a distributed team of Sales Engineers across multiple countries to drive technical wins and accelerate JumpCloud’s international revenue growth. You will bridge people leadership, commercial strategy, and technical judgment to solve complex identity, access, and unified device management challenges for modern IT environments.

By establishing rigorous business and technical discovery, value-based demonstrations, and focused Proofs of Value (POVs), you ensure predictable deal progression and eliminate technical friction throughout the sales cycle. Additionally, you will optimize SE resource allocation across qualified opportunities and partner with Professional Services and Customer Success to ensure seamless implementation handoffs and long-term customer retention.

Major Performance Objectives (First 6-12 Months)

• Team Development & Quota Ramp: Onboard, coach, and develop a distributed multi-country SE team through structured call reviews and individualized development plans (IDPs), achieving 100% team ramp and quota attainment within the first 6 months.
• Technical Win Rate Improvement: Increase regional technical win rates by standardizing outcome-focused discovery, value-based demonstrations, and deal qualification criteria.
• Proof of Value (POV) Efficiency: Shorten average POV completion through agreed mutual technical success criteria and proactive blocker resolution.
• Multi-Country Resource Optimization: Design and roll out an SE resource allocation model across international territories, balancing technical complexity, language/regional requirements, and deal tiering to maximize capacity.
• Cross-Functional Alignment & Asset Reusability: Partner with Professional Services, Customer Success, and Product to achieve seamless handoffs, and introduce reusable demo assets and AI-assisted win/loss analysis to continuously elevate team effectiveness.

Critical Responsibilities

• Establish a recurring coaching cadence with weekly 1-on-1s, Gong call reviews, and demo simulations focused on business discovery and technical outcome articulation.
• Partner with Sales leadership to review pipeline health, assess technical risks early in the sales cycle, and ensure commercial alignment before technical progression.
• Develop a standardized POV execution framework featuring pre-agreed evaluation scopes, customer milestones, and formal technical sign-offs.
• Implement a dynamic SE assignment and scheduling workflow that accounts for time zones, regional nuances, and specialized product capabilities.
• Directly participate in high-value deal reviews, technical escalations, and executive customer discussions to secure strategic technical wins.
• Formalize seamless handoff documentation and technical validation reviews with Professional Services and Customer Success to guarantee smooth post-sales implementations.
• Analyze team performance metrics and win/loss data to identify curriculum gaps, institutionalize competitive battlecards, and adopt thoughtful AI tools for team productivity.

Required Skills and Experience

Must-Have Functional Skills:

• Presales People Leadership: Demonstrated success in coaching, developing, and managing Sales Engineers or technical solutions professionals in a fast-paced environment.
• Technical Discovery & POV Strategy: Proven expertise in coaching value-based discovery, solution design, and guiding structured Proofs of Value with agreed business outcomes.
• Commercial & Resource Strategy: Strong ability to partner with Sales leaders on pipeline qualification, deal risk identification, and strategic technical resource allocation.
• Years of Experience: 5+ years of presales sales engineering or technical solutions experience in B2B SaaS/IT infrastructure, including 2+ years of formal people management or technical team leadership.

Preferred Domain Knowledge:

• Identity and Access Management (IAM), Directory Services (LDAP, Active Directory), Single Sign-On (SSO), and Multi-Factor Authentication (MFA).
• Unified Endpoint Management (UEM) / Mobile Device Management (MDM) across macOS, Windows, Linux, iOS, and Android ecosystems.

Tools & Systems:

• Industry Platforms: JumpCloud, Microsoft Entra/Intune, Okta, Omnissa (Workspace ONE), or Jamf.
• Sales & Coaching Tech: Salesforce, Gong/Chorus, demonstration automation software, and modern generative AI productivity tools.

Key Competencies:

• Exceptional ability to motivate, align, and maintain team cohesion across multi-country, remote environments.
• High-impact verbal and written communication skills with the ability to bridge complex technical details and business outcomes.
• High-conviction operational mindset with the resilience to thrive in a high-growth, changing SaaS environment.
• Must be fluent in written and spoken English.