Senior Manager, Direct Sales - 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.

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.

Major Performance Objectives

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.
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 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%.
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 12 months.

Critical Subtasks

• Evaluate current territory distribution, pipeline coverage ratios, and historical conversion metrics.
• Develop and roll out standardized outbound sales plays, messaging sequences, and multi-touch cadences using Outreach and LinkedIn Sales Navigator.
• Integrate daily AI tools into standard rep workflows to streamline target account research and craft personalized outreach.
• Implement weekly structured 1:1 coaching and deal review sessions utilizing Gong call recordings and MEDDPICC frameworks.
• Manage and deliver precise weekly, monthly, and quarterly ARR forecasts in Salesforce.
• Partner cross-functionally with Channel/Alliances, Sales Enablement, and Product Marketing.
• Mentor, retain, and recruit high-performing sales talent.

Skills and Experience

Must-have functional skills:

• Proven track record of managing and leading quota-carrying B2B SaaS direct sales teams.
• Demonstrated success in designing and executing outbound hunting motions and pipeline generation playbooks.
• Mastery of structured sales qualification frameworks (MEDDPICC) and conversational intelligence deal inspection.
• Proven leadership in sales coaching—diagnosing performance gaps 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 and forecasting.
• Gong for structured call analysis and deal coaching.
• Outreach, LinkedIn Sales Navigator, or modern sales engagement tech stacks.
• Hands-on daily utilization of AI tools for prospecting and workflow acceleration.