Senior Manager, Direct Sales

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead JumpCloud’s Commercial Direct Sales team consisting of 5–7 Account Executives.

• Acquire new clients and grow market presence within organizations with 100–1,000 employees.

• Establish a structured, high-velocity outbound pipeline generation engine that drives predictable annual recurring revenue (ARR).

• Integrate daily AI-driven sales workflows across the sales team.

• Utilize rigorous MEDDPICC qualification and data-supported Gong coaching practices.

• Assess territory distribution, pipeline coverage ratios, and historical conversion statistics.

• Create and implement standardized outbound sales strategies, messaging sequences, and multi-touch cadences using Outreach and LinkedIn Sales Navigator.

• Conduct weekly one-on-one coaching sessions and deal reviews using Gong recordings and MEDDPICC frameworks.

• Oversee weekly, monthly, and quarterly ARR forecasts within Salesforce.

• Collaborate with Channel/Alliances, Sales Enablement, and Product Marketing on territory co-selling initiatives, campaigns, and competitive positioning.

• Mentor, retain, and recruit top-performing sales talent.

• Report directly to the VP of Global Sales.

• Drive new customer acquisition and establish market leadership.

⛳️ Requirements

• Proven experience in managing and leading quota-carrying B2B SaaS direct sales teams to consistently achieve targets.

• Demonstrated success in designing and executing outbound hunting strategies, pipeline generation playbooks, and territory expansions.

• Proficient in MEDDPICC sales qualification frameworks and conversational intelligence deal assessment.

• Established sales coaching leadership, including identifying performance gaps and fostering accountability.

• Experience in integrating channel, reseller, and ecosystem partners into active direct sales processes.

• Familiarity with commercial B2B SaaS sales for companies with 100–1,000 employees.

• Understanding of IT, DevOps, and Security buyer personas.

• Knowledge of Identity and Access Management (IAM), cloud directory services, or cybersecurity infrastructure software.

• Proficient in Salesforce for opportunity management, pipeline analytics, and executive ARR forecasting.

• Familiarity with Gong or similar conversational intelligence platforms.

• Knowledge of Outreach, LinkedIn Sales Navigator, or contemporary sales engagement technologies.

• Daily hands-on experience with AI tools for prospecting, content personalization, and workflow optimization.

• Fluent in spoken and written English.

• Experience managing sales operations or expanding territories in Latin America is a plus.

🏝️ Benefits

• Multiple medical plans, including a high deductible HSA plan with employer contributions.

• Two dental insurance options.

• Vision coverage.

• Flexible spending account (FSA).

• Employee assistance program (EAP).

• Short- and long-term disability insurance.

• Life insurance coverage.

• 401(k) savings plan with matching contributions.

• Flexible paid time off policy.

• Remote work opportunities within the United States.

• Chance to spend time in JumpCloud offices located in the Denver/Boulder area.

• Opportunities for professional growth and development.

• Executive visibility and the chance to influence channel and alliance co-selling strategies.