Key Responsibilities:
- Focus on growing customers' usage of JumpCloud by identifying, qualifying, and closing expansion opportunities.
- Reach out to customers to discuss renewals, identifying cost savings and new feature requirements.
- Conduct regular business reviews outside of renewal periods and provide optimization recommendations and new product offerings.
- Close renewals from start to finish for accounts ranging from $50k to $1m ARR.
- Collaborate with cross-functional teams, including Customer Support Managers, Product, and Technical Support Teams, to ensure excellent product outcomes for customers.
- Build strong and trusting relationships with customers and internal stakeholders.
- Expand sales within a portfolio of approximately 200 existing accounts using strong forecasting and funnel management processes.
- Deliver regular outbound campaigns on new product updates, partnering with Product and technical resources.
- Achieve commercial outcomes by running a consistent sales process, setting next-step expectations, and negotiating contracts with customers.
- Evaluate core usage trends, articulate JumpCloud's value, and provide strategic recommendations during business reviews.
Requirements:
- 4+ years of experience managing a portfolio of technical buyer relationships.
- Proven track record of high performance in past sales positions.
- Ability to drive towards monthly targets.
- Experience in fast-paced environments with 30-day deal cycles.
- Self-motivated with hunter sales capabilities and strong relationship-building skills.
- Structured approach to selling, ideally using recognized professional sales methodologies (Challenger, MEDDIC, MEDDPIC, SPIN, Miller Heiman, etc.).
- Strong desire to grow a sales career in a SaaS environment.
- Ability to learn technical concepts/terms.
- Comfortable working ad hoc hours with teams located in other parts of the world.
- Ability to work in a fast-paced, dynamic environment.
Preferred Qualifications:
- Advanced education degree (Bachelors or Masters in a related field)
- Experience working in a SaaS-based environment.
- Experience operating in a fast-paced hyper-growth environment.
- Additional language skills are a plus.
Work Environment:
- 100% remote in India.
- Collaborative work environment.
- Opportunity to work with a talented team.
- Team members bring leadership experience from top companies like Google.
Why Join JumpCloud?
- Solve challenging technical problems in a fast, SaaS-based environment.
- Work with talented individuals across departments who are passionate about the mission.
- Participate in an out-of-the-box thinking culture with a voice in the organization and a seasoned executive team.
- Benefit from a supportive board in a proven market that customers are excited about.
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What We Do
JumpCloud’s mission is to Make Work Happen®, providing simple, secure access to an organization’s technology resources from any device, or any location. The JumpCloud Open Directory Platform gives IT, security operations, and DevOps a single, cloud-based solution to control and manage employee identities and their devices, and apply conditional access controls based on Zero Trust principals. Since launching in 2012, our global user base has grown to more than 150,000 organizations, with more than 5,000 paying customers including Cars.com, GoFundMe, Grab, ClassPass, Uplight and Peloton. JumpCloud has raised over $400M from world-class investors including Sapphire Ventures, General Atlantic, Sands Capital, Atlassian, and CrowdStrike. Our teams are growing fast, too, and we're looking for talent across engineering, sales, customer success, marketing, product management, and more. Join our team of dedicated, passionate, and creative people who are eager to change the IT industry forever.
We live by our core values which are:
Build Connections
Think Big
1% Better Every Day
Why Work With Us
We offer an incredible opportunity to see your impact. Each team member gets an up close personal view and education into building a fast growing startup. We are transparent about what we are doing, how we are doing it, and the decisions that we are making. There is opportunity to progress and flexibility to find unique approaches to our business
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Employees work remotely.
JumpCloud is committed to being remote-first across the world. We have team members in most U.S. states and in 14 countries.
