Manager, Direct Sales EMEA - United Kingdom

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’re looking for a Sales Manager to manage our Direct Sales SMB/Commercial team through our next phase of growth and beyond. You’ll manage a talented team of sales professionals, manage all day-to-day activities, and create an environment that motivates the team to execute at a high level. The JumpCloud Direct Sales team is a key team focused on driving new logos for the organization to fuel growth. You’ll be expected to bring your experience and sense of urgency to drive sales execution and help propel the team forward. This role reports to the Senior Director of Sales.

What you'll be doing

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Manage a new business sales team of 8-10 including Business Development Representatives and Account Executives focused on driving our SMB/Commercial business which includes companies from 10 employees to 2000.

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Meet and exceed company plan for new logos and annual recurring revenue

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Recruiting skills to attract and retain top talent that fits our sales model and company culture

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The ability to leverage a technology stack including SFDC, Gong, LI Sales Navigator and Outreach to drive consistent processes to build and convert pipeline into bookings.

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Forecasting ARR on a monthly and quarterly basis to provide insight into team performance

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Partner with Sales Enablement to onboard new Account Executives and build talent through career development

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Provide coaching and support to your team in order to drive a repeatable and scalable sales process through structured coaching and consistent KPI’s

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Partner cross-functionally across the organization to innovate and challenge the status quo

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Drive efficiencies with our systems and be an advocate for the team by identifying areas of opportunity for improvement and removing roadblocks

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Partner with Sales Leadership on building and executing quarterly objectives

We’re looking for

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Strong leadership qualities that balance empathy with accountability
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Experience with sales coaching and driving adoption of tools and processes with a full cycle sales team
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Strong communication skills at all levels of the organization focused on collaboration that moves initiatives forward
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Ability to apply critical thinking skills
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Capable of taking strategic ideas and turning them into actionable execution plans
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Curious and positive mindset

Preferred Qualifications

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5+ years of experience managing a quota carrying sales team at a SaaS organization or equivalent experience in a similar role exceeding quota on a monthly and quarterly basis

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Experience managing or working with full cycle sales reps

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Previously worked in a fast-paced startup environment

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Experience selling to IT teams within Small to Medium sized enterprises (SME’s)

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Strong understanding of inbound metrics and reporting

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Knowledge of Salesforce, Gong, and Outreach or like technologies a plus

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Previously managed teams through structural and organizational change

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Expertise in MEDDICC, MEDDPICC, Challenger Sale, or similar enterprise sales methodologies.