Employee Value Proposition
Purpose: Lead JumpCloud's front-line technical engagement, empowering global IT and security leaders to modernize identity and device infrastructure in an AI-driven era.
Growth: Expand your leadership footprint across multi-country technical operations, defining presales methodologies, coaching frameworks, and cross-functional strategies across Sales and Post-Sales organizations.
Motivators: High-autonomy leadership role at a hyper-growth open directory platform, shaping team culture, driving strategic enterprise deals, and influencing product evolution.
Major Performance Objectives
Team Development & Quota Ramp: Onboard, coach, and develop a distributed multi-country SE team through structured call reviews and individualized development plans (IDPs), achieving 100% team ramp and quota attainment within the first 6 months.
Technical Win Rate Improvement: Increase regional technical win rates by standardizing outcome-focused discovery, value-based demonstrations, and deal qualification criteria.
Proof of Value (POV) Efficiency: Shorten average POV completion through agreed mutual technical success criteria and proactive blocker resolution.
Multi-Country Resource Optimization: Design and roll out an SE resource allocation model across international territories, balancing technical complexity, language/regional requirements, and deal tiering to maximize capacity.
Cross-Functional Alignment & Asset Reusability: Partner with Professional Services, Customer Success, and Product to achieve seamless handoffs, and introduce reusable demo assets and AI-assisted win/loss analysis to continuously elevate team effectiveness
Measurable outcomes for the first 6-12 months:
Critical Subtasks
Establish a recurring coaching cadence with weekly 1-on-1s, Gong call reviews, and demo simulations focused on business discovery and technical outcome articulation.
Partner with Sales leadership to review pipeline health, assess technical risks early in the sales cycle, and ensure commercial alignment before technical progression.
Develop a standardized POV execution framework featuring pre-agreed evaluation scopes, customer milestones, and formal technical sign-offs.
Implement a dynamic SE assignment and scheduling workflow that accounts for time zones, regional nuances, and specialized product capabilities.
Directly participate in high-value deal reviews, technical escalations, and executive customer discussions to secure strategic technical wins.
Formalize seamless handoff documentation and technical validation reviews with Professional Services and Customer Success to guarantee smooth post-sales implementations.
Analyze team performance metrics and win/loss data to identify curriculum gaps, institutionalize competitive battlecards, and adopt thoughtful AI tools for team productivity.
Required Skills and Experience
Presales People Leadership: Demonstrated success in coaching, developing, and managing Sales Engineers or technical solutions professionals in a fast-paced environment.
Technical Discovery & POV Strategy: Proven expertise in coaching value-based discovery, solution design, and guiding structured Proofs of Value with agreed business outcomes.
Commercial & Resource Strategy: Strong ability to partner with Sales leaders on pipeline qualification, deal risk identification, and strategic technical resource allocation.
Identity and Access Management (IAM), Directory Services (LDAP, Active Directory), Single Sign-On (SSO), and Multi-Factor Authentication (MFA).
Unified Endpoint Management (UEM) / Mobile Device Management (MDM) across macOS, Windows, Linux, iOS, and Android ecosystems.
Industry Platforms: JumpCloud, Microsoft Entra/Intune, Okta, Omnissa (Workspace ONE), or Jamf.
Sales & Coaching Tech: Salesforce, Gong/Chorus, demonstration automation software, and modern generative AI productivity tools.
Distributed Team Leadership: Exceptional ability to motivate, align, and maintain team cohesion across multi-country, remote environments.
Executive Communication: High-impact verbal and written communication skills with the ability to bridge complex technical details and business outcomes.
Adaptability & Problem-Solving: High-conviction operational mindset with the resilience to thrive in a high-growth, changing SaaS environment.
Years of Experience: 5+ years of presales sales engineering or technical solutions experience in B2B SaaS/IT infrastructure, including 2+ years of formal people management or technical team leadership.
Must-have functional skills:
Preferred domain knowledge:
Tools or systems knowledge:
Behavioral or power skills:
Skills Required
- 5+ years of presales Sales Engineering or technical solutions experience in B2B SaaS or IT infrastructure
- 2+ years of formal people management or technical team leadership
- Experience coaching, developing, and managing Sales Engineers or technical solutions professionals
- Expertise in technical discovery, solution design, value-based demonstrations, and structured Proofs of Value
- Ability to partner with Sales leadership on pipeline qualification, deal-risk identification, and technical resource allocation
- Exceptional distributed-team leadership across multi-country remote environments
- Strong executive-level verbal and written communication skills
- Fluent spoken and written English
- Located in and authorized to work in England
- Knowledge of IAM, directory services, LDAP, Active Directory, SSO, and MFA
- Knowledge of UEM or MDM across macOS, Windows, Linux, iOS, and Android
- Experience with JumpCloud, Microsoft Entra, Intune, Okta, Omnissa Workspace ONE, or Jamf
- Experience with Salesforce, Gong or Chorus, demonstration automation software, and generative AI productivity tools
What the Team is Saying
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.
