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.
We are looking for a powerhouse Sales Enablement Leader who lives and breathes sales excellence. You aren't just an administrator; you are a high-performing sales veteran who is passionate about driving Sales Acumen and mastering the Sales Process. You thrive on the front lines, acting as the "translator" between Product Marketing and the Field to bridge the gap between "closing the deal" and "growing lifetime value."
The ideal candidate is a forward-thinking architect who thinks outside the box. You are at your best when you are out in the field, listening to calls, engaging with the sales team, and delivering high-energy live training that inspires and motivates. You will lead a dedicated team to make an immediate impact, leveraging AI and automation to revolutionize how our revenue-generating teams operate.
Key Responsibilities:
Team Leadership: Manage and inspire a small, high-impact sales enablement team (2-3 direct reports), fostering a culture of continuous improvement and sales excellence.
Front-Line Coaching: Lead full sales process deal reviews, live call reviews, and clinics focused on core sales skills: Discovery, Negotiation, and Objection Handling. You are expected to be deeply embedded with the team, providing real-time, actionable feedback to elevate sales execution.
MEDDICC Mastery: Act as the North Star for qualification and deal execution. Embed MEDDPICC across the entire customer lifecycle—from AE deal qualification to CSM health-scoring.
AI & Automation Strategy: Architect and implement a forward-thinking AI strategy. You will align AI tools and automation to drive efficiency in content development, learner engagement, and the overall sales process.
Full-Lifecycle Program Management: Design and operationalize enablement programs for the entire customer journey, ensuring a unified value language from initial prospect to long-term partner.
Strategic PMM Partnership: Act as the primary enablement stakeholder for Product Marketing. You will "field-proof" messaging, ensuring that product launches and competitive intelligence are translated into actionable sales plays, discovery questions, and objection-handling scripts.
Content Architecture & Design: Collaborate with Instructional Designers and Sales Content Creators to build engaging, modern learning paths. You provide the "what" (the sales expertise and MEDDPICC application), while they provide the "how" (e.g., SCORM modules, interactive workbooks, and video-based micro-learning).
Asset Lifecycle Management: Partner with Content teams to ensure the Sales Asset Management (SAM) tool is populated with high-utility, up-to-date content that reflects current market conditions and product capabilities.
Requirements:
Quota-Carrying Experience: Must have a proven track record of “carrying a bag” as a frontline quota-carrying sales professional (AE, AM, or equivalent), ensuring a deep, firsthand empathy and understanding of the modern sales cycle, deal pressures, and buyer psychology
SaaS Sales Pedigree: 6+ years in B2B SaaS sales (Commercial or Enterprise). You must have a proven track record of winning and managing complex, multi-stakeholder deals.
Enablement Leadership: 3+ years in Sales Enablement or Sales Management. Experience managing programs that cover the full sales-to-success lifecycle (AE, AM, and CSM) is required.
Inspirational Facilitator: Expert-level facilitation skills with the ability to command a room of senior sellers and motivate them toward peak performance.
Advanced MEDDPICC Application: Practical, hands-on experience implementing or coaching MEDDPICC in a live sales environment, with the ability to operationalize it beyond simple qualification into full customer lifecycle strategy.
Forward-Thinking Tech Skills: Advanced proficiency in Salesforce, Conversation Intelligence (Gong), and LMS platforms. You should be genuinely excited about the impact of Sales AI and automation.
Analytical Mindset: Proven ability to use performance data to diagnose funnel gaps and iterate on programs to improve win rates and NRR.
Nice to Haves:
Domain-relevant experience supporting IT, security, identity, or device management markets.
Experience with value-based selling frameworks.
Familiarity with instructional design principles (ADDIE or SAM) to better collaborate with the content team.
Role Impact:
Standardized Excellence: Establish a common language (MEDDPICC) that leads to higher forecast accuracy and seamless handoffs.
Operational Efficiency: Leverage AI and automation to reduce the "noise" for sellers, allowing them to focus on high-value activities.
Measurable Growth: Drive a direct lift in new business win rates and net retention (NRR) through a better-equipped revenue team.
Unified Culture: Close the feedback loop between the field and corporate, ensuring the voice of the customer informs every training asset.