Account Executive - United States

LemClosers; Northern (KY); Hybrid; USD 90,000 - 150,000; Full time

Job summary

JumpCloud is seeking an experienced Account Executive to drive new logo acquisition across enterprise within a national territory. You will own the full sales cycle, from discovery and technical validation to negotiation and contract execution, while engaging C-suite stakeholders.

You’ll collaborate with Solutions Engineers and Product teams to articulate ROI and strategic value, delivering compelling business cases and executive-level presentations in a remote-first environment.

Qualifications

• Bachelor's degree required.
• Experience in prospecting and pipeline development.
• Experience engaging with C-suite stakeholders and executives.

Responsibilities

• Develop and execute a comprehensive territory plan for enterprise opportunities.
• Lead the full sales cycle from discovery to contract execution.
• Engage with C-suite and senior leaders across IT, Finance, and Operations.
• Deliver ROI-focused presentations and product demonstrations tailored to enterprise needs.
• Collaborate with Solution Engineers and Product teams for technical alignment.

Skills

Prospecting

Negotiation

C-Suite Selling

Education

Bachelor's Degree

Job description

## About this roleAll roles at JumpCloud are Remote unless otherwise specified in the Job Description.#### About JumpCloudJumpCloud 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 are looking for an experienced regional sales professional who loves selling to highly technical buyers. This role is responsible for selling our Cloud Directory Platform to our Enterprise segment for New Logo acquisition. You will act as a strategic advisor to C-level executives, helping them solve critical business challenges through our innovative solutions.We work in a Product and Sales Led Growth model serving IT professionals and business stakeholders to help them improve the security posture of their organization and to increase the effectiveness of their IT organization.#### What you’ll be doing:Strategic Prospecting: Develop and execute a comprehensive territory plan to identify high-value enterprise opportunities within your assigned territory.Full Sales Cycle Management: Lead the entire sales process from initial discovery and technical validation to negotiation and final contract execution.C-Suite Engagement: Build and maintain strong relationships with senior leadership and key stakeholders across multiple departments (IT, Finance, Operations, etc.).Value-Based Selling: Deliver compelling presentations and product demonstrations that articulate the ROI and strategic value of our platform tailored to specific enterprise needs.Cross-Functional Collaboration: Partner with Solution Engineers and Product teams to ensure technical alignment a### Selling MotionSales CycleEnterprise6–18 month cycles, complex multi-stakeholder dealsProspectingChannel / PartnerSell through partners, resellers, or alliancesBuyer PersonaC-SuiteSelling to executive decision-makersTerritoryGeographicRegion-based territory assignment### Requirements at a GlanceBachelor's Degree·RequiredProspecting·Required skillNegotiation·Required skillC-Suite Selling·Required skill### Typical Day — Account ExecutiveStakeholder meetings3–5/weekExecutive presentations2–3/weekBusiness cases & RFPs1–2/weekForecast & pipeline2×/weekChampion coachingDailyEstimates based on role type and selling motion — actual may vary by company.### Role SignalsGreen Flags✓Remote FriendlyLocation flexibility### SaaS — Interview IntelTypical Sales Cycle30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)Common Buyer Objections* \"We're locked into a contract with [competitor]\"* \"We built something in-house already\"* \"We don't have budget until next quarter\"* \"Our team won't adopt another tool\"Key Industry MetricsARR / MRRNet Revenue Retention (NRR)CAC Payback PeriodLogo Churn vs Revenue ChurnACV (Avg Contract Value)Magic NumberHot Topics to Reference* • AI-native product disruption* • PLG vs sales-led motion debate* • Vertical SaaS consolidation* • Usage-based pricing modelsUse these insights to speak the buyer's language in interviews.## Tagssales—Walk me through your discovery process.Template question—How do you handle a prospect who goes silent mid-deal?Template question—Tell me about your largest closed deal and the sales cycle.Template question—How do you build business cases for stakeholders?Template question—Describe a deal you lost and what you learned.Template questionRole InsightsAs an Account Executive with JumpCloud, you'll own the entire revenue pipeline and be measured on quota attainment.Expect to work with recurring revenue models where customer retention is as important as acquisition.