As a Business Development Representative (BDR) at JumpCloud, you will be on the front lines of our sales organization, driving growth by identifying, engaging, and qualifying new business opportunities through consistent outbound outreach across North America, directly contributing to JumpCloud's expanding customer base. This position is built for ambitious sales professionals who are hungry to develop their craft, build pipeline, and earn their way into a closing role.
Key Responsibilities:
Purpose: This role sits at the heart of JumpCloud's North America sales motion. You will identify and qualify high-potential opportunities that feed directly into our AE organization, while building the foundational skills that set you up for a quota-carrying role. The impact is tangible: every conversation you start, and every opportunity you qualify, expands JumpCloud's customer footprint and helps more organizations take control of their IT environments.
Growth: This role provides ample opportunity to hone your sales development skills, gain in-depth knowledge of the IT security landscape, and collaborate closely with both Marketing and Sales teams. High performers will have avenues for career progression within the business development or sales organizations as JumpCloud continues its rapid expansion
This position is ideal for an ambitious, results-driven professional who thrives on the challenge of initiating new relationships and contributing to tangible business outcomes. You will find energy in consistent outreach, the ability to qualify valuable prospects, and seeing your efforts directly translate into pipeline generation and new paying customers
Conduct Targeted Prospect Research: Continuously research and identify new target accounts and contacts within the North American market that align with JumpCloud’s Ideal Customer Profile (ICP) using tools like LinkedIn Sales Navigator, Apollo, and other intelligence platforms.
Execute Multi-Channel Outreach Campaigns: Consistently engage prospects through personalized cold calls, emails, and social media messaging to initiate conversations and uncover potential business needs.
QualifyOutbound Leads: Apply a structured qualification framework (e.g., BANT, MEDDPICC) to assess prospect interest, needs, budget, authority, and timeline to determine sales readiness before scheduling meetings for Account Executives.
Articulate JumpCloud's Value Proposition: Clearly and concisely communicate JumpCloud's mission and how its solutions address specific IT and security challenges faced by prospects.
Schedule and Confirm Qualified Meetings: Coordinate and confirm introductory meetings or demonstrations for the sales team, ensuring prospects are properly briefed and prepared for the next stage of the sales process.
Maintain Accurate CRM Records: Diligently log all prospecting activities, communications, and lead qualifications within the CRM system (e.g., Salesforce) to ensure data integrity and provide clear visibility into pipeline development.
Partner Closely with Account Executives: Participate in deal reviews, shadowing calls, and regular syncs with AEs to accelerate your development and continuously improve lead quality and handoff execution.
Key Performance Indicators:
Generate Qualified Pipeline within North American Market: Within the first 6 months, consistently achieve monthly targets for Sales Qualified Leads (SQLs) that convert into sales opportunities, contributing directly to pipeline generation for the North American sales team. Success is measured by the volume and quality of qualified meetings scheduled and the conversion rate to sales pipeline.
Execute High-Volume, Consistent Outreach Campaigns: By the end of month 3, establish and maintain a rigorous daily outreach cadence across multiple channels (phone, email, social selling) to engage a diverse set of prospects in North America. Achieve established metrics for outbound activity, response rates, and meeting booked.
Develop and Qualify New Business Opportunities: Within the first 6-12 months, demonstrate a strong ability to identify, research, and qualify potential leads, ensuring they align with JumpCloud’s Ideal Customer Profile (ICP) and possess clear pain points that JumpCloud’s solutions can address. Successfully handover qualified opportunities to the sales team, resulting in progression through the sales cycle.
Defined Success in First Year:
Required Skills & Qualifications:
Proficiency with CRM software (e.g., Salesforce) for pipeline management and activity tracking
Experience with sales engagement platforms (e.g., Gong Engage, Outreach) and prospecting tools (e.g., LinkedIn Sales Navigator, Apollo)
Exceptional English written and verbal communication skills, with a focus on clear and concise messaging
Strong active listening skills and the ability to ask probing questions to uncover needs
Resilience and persistence in a fast-paced, target-driven environment
High degree of curiosity and a passion for continuous learning
Ability to work independently while also being a collaborative team player
Genuine competitive drive and a desire to move into a closing role
Coachability and a hunger to learn from AEs, managers, and peers
1-3 years of experience in a Business Development Representative (BDR) or Sales Development Representative (SDR) role, preferably in a SaaS or technology company
Demonstrated track record of achieving or exceeding lead generation/pipeline targets
Experience selling to or engaging prospects in the North America market is highly desirable
Clear desire to grow into an Account Executive role
Technical Skills:
Soft Skills:
Experience:
Skills Required
- Proficiency with CRM software (e.g., Salesforce) for pipeline management and activity tracking.
- Experience with sales engagement platforms (e.g., Gong Engage, Outreach) and prospecting tools (e.g., LinkedIn Sales Navigator, Apollo).
- Exceptional English written and verbal communication skills (fluency required for interviews and work).
- Strong active listening skills and ability to ask probing questions to uncover needs.
- Resilience, persistence, and ability to work in a fast-paced, target-driven environment.
- High degree of curiosity, passion for continuous learning, and coachability.
- Ability to work independently while also being a collaborative team player.
- Genuine competitive drive and desire to move into an Account Executive/closing role.
- 1-3 years of experience in a BDR or SDR role.
- Preferably experience in a SaaS or technology company.
- Demonstrated track record of achieving or exceeding lead generation/pipeline targets.
- Experience selling to or engaging prospects in the North America market.
- Location: must be located within one of the 50 U.S. states.
What the Team is Saying
JumpCloud Compensation & Benefits Highlights
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Healthcare Strength — Health coverage starts day one in the U.S., includes dental/vision and mental-health support, and offers an HSA option with employer contributions. Expanded medical travel coverage, abortion travel benefits in the U.S., an EAP, and a Calm subscription further strengthen healthcare support.
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Leave & Time Off Breadth — Flexible or “unlimited” PTO, paid holidays and sick days, and generous parental and family medical leave are highlighted across materials. Remote-first norms and wellness programs are also documented.
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Retirement Support — A U.S. 401(k) plan with a company match (50% up to 6% of pay) is offered alongside life and disability insurance. Access to a personal financial consultant and country-specific pension programs are also noted.
JumpCloud Insights
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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JumpCloud Offices
Remote Workspace
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.
