JumpCloud
Identity & Access Management (IAM)
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About the role
The Enterprise of Tomorrow (EOT) segment is where we win the companies that aren't large today but are on a clear trajectory to become significant accounts — venture-backed startups, high-growth SaaS and technology firms, and digital-native businesses scaling their teams quickly across the US and Canada.
North America is JumpCloud's largest and most competitive market, and the SMB segment there moves fast. This role is dedicated to serving North American customers — a chance to sell into a mature, high-volume market while building your career from one of the world's leading technology hubs.
As an SMB EOT Account Executive covering North America, you own the full sales cycle for these accounts: sourcing, qualifying, running discovery, demoing value, and closing. You're selling to founders, ops leaders, and first IT hires who are making foundational decisions about how their company will run for the next decade. Your job is to land these accounts early and set them up to grow with JumpCloud.
This is a high-velocity, high-activity role for someone who thrives on volume, moves fast, and is energized by selling into the North American market. Because you'll be working with US and Canadian customers, this role operates on a night-shift schedule aligned to North America time zones.
Own the end-to-end sales cycle for SMB/EOT accounts across North America — from first touch to close — with a focus on speed and consistent pipeline generation.
Prospect proactively into high-growth startups and scale-ups across the US and Canada; build and work your own pipeline alongside inbound and partner-sourced leads.
Run sharp discovery to understand each prospect's identity, device, and access challenges, and map JumpCloud's platform to their near-term needs and growth trajectory.
Deliver compelling demos and value-based proposals tailored to founders and early IT/ops decision-makers in the North American market.
Manage a high volume of active opportunities with disciplined pipeline hygiene and accurate forecasting in Salesforce.
Partner with SDRs, Solutions Engineers, and Partner/Channel teams to accelerate deals and expand reach.
Hit and exceed monthly/quarterly bookings targets while building a foundation of accounts positioned for future expansion.
Feed market intelligence — objections, competitive dynamics (Microsoft, Okta, Google), ICP signals — back to SMB and segment leadership.
2–5 years of full-cycle B2B sales experience (SaaS/technology preferred), with a track record of consistently hitting quota.
Experience selling into the North America market and/or to SMB / startup buyers, comfortable with a high-velocity, high-volume motion.
Strong prospecting muscle — you generate your own pipeline and don't wait for leads.
Excellent discovery and value-selling skills; able to sell to both technical (IT) and non-technical (founder/ops) buyers.
Excellent spoken and written English, and comfort communicating with North American buyers and business norms.
Willingness and ability to work a night-shift schedule aligned to North America time zones
Proficiency with a modern sales stack (Salesforce and prospecting/engagement tools).
Experience in identity, security, IT management, DevOps, or infrastructure software.
Prior experience in an India-based team selling into North America.
Familiarity with the North American startup and technology ecosystem.
Exposure to PLG or trial-led motions and to partner/channel-sourced pipeline.
Bookings / quota attainment against monthly and quarterly targets.
Self-sourced pipeline generation and overall pipeline coverage.
New logo acquisition within the EOT segment across North America.
Sales-cycle velocity and win rate.
Forecast accuracy and CRM hygiene.
Sell a category-defining platform into North America — JumpCloud's largest market — from one of the world's leading tech hubs.
Join a collaborative, high-growth team with clear paths into Commercial/Enterprise segments and leadership.
Competitive base + commission, benefits, and the tooling and support to do your best work, plus support for the night-shift schedule.
After you apply, unlock the direct contact details of the people who actually make the call. A quick follow-up makes you 5x more likely to land an interview.
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