On-site
SaaS
jobscollider
About this role
All roles at JumpCloud® are Remote unless otherwise specified in the Job Description.
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.
JumpCloud is Intelligent, Secure IT.
About the Role:
We are looking for an experienced regional sales professional who loves selling to highly technical buyers. This role is responsible for selling our Cloud Directory Platform to our Enterprise segment for New Logo acquisition. You will act as a strategic advisor to C-level executives, helping them solve critical business challenges through our innovative solutions.
We work in a Product and Sales Led Growth model serving IT professionals and business stakeholders to help them improve the security posture of their organization and to increase the effectiveness of their IT organization.
What you’ll be doing:
Strategic Prospecting: Develop and execute a comprehensive territory plan to identify high-value enterprise opportunities within your assigned territory.
Full Sales Cycle Management: Lead the entire sales process from initial discovery and technical validation to negotiation and final contract execution.
C-Suite Engagement: Build and maintain strong relationships with senior leadership and key stakeholders across multiple departments (IT, Finance, Operations, etc.).
Value-Based Selling: Deliver compelling presentations and product demonstrations that articulate the ROI and strategic value of our platform tailored to specific enterprise needs.
Cross-Functional Collaboration: Partner with Solution Engineers and Product teams to ensure technical alignment a
Selling Motion
Sales Cycle
Enterprise
6–18 month cycles, complex multi-stakeholder deals
Prospecting
Channel / Partner
Sell through partners, resellers, or alliances
Buyer Persona
C-Suite
Selling to executive decision-makers
Territory
Geographic
Region-based territory assignment
Requirements at a Glance
Typical Day — Account Executive
Estimates based on role type and selling motion — actual may vary by company.
Role Signals
Green Flags
Location flexibility
SaaS — Interview Intel
Typical Sales Cycle
30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)
Common Buyer Objections
- "We're locked into a contract with [competitor]"
- "We built something in-house already"
- "We don't have budget until next quarter"
- "Our team won't adopt another tool"
Key Industry Metrics
Hot Topics to Reference
- • AI-native product disruption
- • PLG vs sales-led motion debate
- • Vertical SaaS consolidation
- • Usage-based pricing models
Use these insights to speak the buyer's language in interviews.
Tags
Walk me through your discovery process.
Template questionHow do you handle a prospect who goes silent mid-deal?
Template questionTell me about your largest closed deal and the sales cycle.
Template questionHow do you build business cases for stakeholders?
Template questionDescribe a deal you lost and what you learned.
Template questionAs an Account Executive with JumpCloud, you'll own the entire revenue pipeline and be measured on quota attainment.
Expect to work with recurring revenue models where customer retention is as important as acquisition.
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