Senior Manager, Direct Sales

JumpCloud

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

Posted 10/14/2026full-timeRemote • United StatesSenior💰 $200,000 - $265,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading B2B SaaS direct sales teams, implementing MEDDPICC frameworks, and utilizing AI-driven sales workflows to drive customer acquisition and predictable revenue growth. Proficient in managing sales pipelines and forecasting using Salesforce and Gong.

Highest-signal resume keywords

B2B SaaS Direct Sales LeadershipMEDDPICC Sales QualificationSalesforce Opportunity ManagementGong Conversational IntelligenceOutbound Pipeline Generation

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Quota AchievementSales CoachingPipeline Generation PlaybooksTerritory Build-OutsAI Tools for ProspectingIdentity and Access ManagementCloud Directory ServicesCybersecurity Infrastructure SoftwareSales AnalyticsPerformance Gap Diagnosis

Soft Skills

MentoringAccountabilityCommunication

Tools & Technologies

SalesforceGongOutreachLinkedIn Sales Navigator

Industry Keywords

Commercial B2B SaaS SalesIT Buyer PersonasDevOps Buyer PersonasSecurity Buyer PersonasChannel Partner Integration

Tech Stack

Tools & technologies

CloudCyber Security

About the role

Key responsibilities & impact

Lead JumpCloud’s Commercial Direct Sales team of 5–7 Account Executives
Acquire new logos and expand market footprint within organizations of 100–1,000 employees
Build a structured, high-velocity outbound pipeline generation engine driving predictable ARR
Embed daily AI-driven sales workflows across the sales team
Apply rigorous MEDDPICC qualification and data-backed Gong coaching cadences
Evaluate 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
Implement weekly 1:1 coaching and deal reviews using Gong recordings and MEDDPICC frameworks
Manage weekly, monthly, and quarterly ARR forecasts in Salesforce
Partner with Channel/Alliances, Sales Enablement, and Product Marketing on territory co-selling, campaigns, and competitive positioning
Mentor, retain, and recruit high-performing sales talent
Report directly to the VP of Global Sales
Drive new customer acquisition and market leadership

Requirements

What you’ll need

Proven track record of 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 MEDDPICC sales qualification frameworks and conversational intelligence deal inspection
Proven sales coaching leadership, including diagnosing performance gaps and driving accountability
Experience integrating channel, reseller, and ecosystem partners into active direct sales cycles
Knowledge of commercial B2B SaaS sales for organizations of 100–1,000 employees
Understanding of IT, DevOps, and Security buyer personas
Identity and Access Management (IAM), cloud directory services, or cybersecurity infrastructure software knowledge
Salesforce knowledge for opportunity management, pipeline analytics, and executive ARR forecasting
Gong or equivalent conversational intelligence platform knowledge
Outreach, LinkedIn Sales Navigator, or modern sales engagement technology knowledge
Hands-on daily use of AI tools for prospecting, content personalization, and workflow acceleration
Fluent spoken and written English
Experience managing sales motions or expanding territories in Latin America is a plus

Benefits

Comp & perks

Several medical plans, 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 insurance
Life insurance
401(k) savings plan with match
Flexible paid time off policy
Remote work within the United States
Opportunity to spend time in JumpCloud offices in the Denver/Boulder area
Professional growth and development opportunities
Executive visibility and opportunity to shape channel and alliance co-selling strategies