Director of Global Account Management - India

Remote; San Francisco (CA); Remote; USD 180,000 - 240,000; Full time

Job summary

JumpCloud is seeking a Director of Global Account Management to lead and scale our team of 20+ account managers and 3 managers globally through our hyper-growth phase.

You will own global NRR and expansion targets, coach from the front, and partner with Product Marketing, Product Management, Alliances, and Professional Services to translate technical platform value into business outcomes for enterprise buyers.

Qualifications

• 8+ years of experience leading and managing teams of account managers.
• Proven track record of expanding existing accounts, increasing ARR and securing upsells while retaining key customers.
• 3+ years selling a SaaS platform to US-based, multi-geography enterprise accounts.
• Experience with technically complex software platforms and selling to technical buyers.
• Strong leadership and communication skills.
• Ability to articulate customer value and manage stakeholder expectations.
• Strategic, data-driven thinker with collaborative coaching mindset.

Responsibilities

• Manage AM leaders and a 20+ person team to aggressively expand accounts globally.
• Actively translate complex platform capabilities into clear business value for technical buyers (CIOs, CISOs, IT Directors).
• Own global Net Revenue Retention (NRR) and expansion targets.
• Define best practices, programs, standards, and processes including account planning and QBRs.
• Partner with Product Marketing, Product Management, Alliances, and Professional Services to shape roadmaps and ensure high-touch customer journeys.
• Connect with customers at all levels to support building a strong Account Management function.
• Drive delivery of strategic initiatives in collaboration with sales, professional services, and product marketing.
• Partner with marketing to ensure a consistent brand experience across customer interactions.

Skills

Team leadership

Account management

SaaS sales

Enterprise sales

Technical product

Communication

Cross-functional collaboration

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.

About the Opportunity

We are looking for a Director of Global Account Management to lead, scale, and inspire our team of 20+ account managers and 3 team managers globally through our next phase of hyper-growth.

JumpCloud is a comprehensive cloud directory platform solving complex IT and cybersecurity challenges for organizations worldwide. Because our platform offers immense expansion potential, we need a revenue-focused leader who thrives in technically advanced environments, is genuinely fascinated by the cybersecurity landscape, and brings a track record of selling or expanding technical products. You don't need to be an engineer, but you must love getting into the weeds of a technical product and understanding how it transforms our customers' security posture.

In this role, you’ll be an active, hands-on leader who leads from the front. When a customer calls, you’re the type of leader who remembers their account context, steps into the trenches alongside your team, and jumps on calls to drive value. You will foster a culture of supportive coaching and continuous growth, pushing your account managers to excel while setting the bar through your own actions. This role reports directly to the SVP of Global Customer Success and collaborates closely with executive leadership across Product, Marketing, Alliances & Channel, and Professional Services.

Key Responsibilities:

• Manage AM Leaders and the existing 20+ person account management team to aggressively expand accounts, unlock cross-sell opportunities, and spearhead customer growth strategies across the Americas, EMEA, APAC and India.

• Actively engage with JumpCloud’s evolving product suite and cybersecurity ecosystem. Help AMs effectively translate complex platform capabilities into clear business value for technical buyers (CIOs, CISOs, IT Directors).

• Own global Net Revenue Retention (NRR) and expansion targets. Drive aggressive upsell, cross-sell, and platform adoption strategies within our existing customer base.

• Define best practices, programs, standards, and processes, including account planning, ABM, pricing, and QBRs.

• Partner directly with Product Marketing, Product Management, Alliances, and Professional Services to voice customer feedback, shape product roadmaps, and ensure a seamless, high-touch customer journey.

• Connect directly with customers at all levels to support the development of a strong Account Management function within the organization.

• Drive the delivery of strategic initiatives in collaboration with sales, professional services and product marketing.

• Partner with marketing to ensure consistent brand experience across all customer interactions.

You’ll Be a Great Fit if You Have:

• 8+ years of experience leading and managing teams of account managers.

• A demonstrated track record of driving proactive expansion within existing accounts, consistently increasing ARR and securing upsells while retaining key customers.

• 3+ years of experience selling a SaaS platform for a high growth US-based company into customers in multiple geographies (including Enterprise in the US).

• Experience working with technically complex software platforms and selling into technical customers.

• Strong ability to inspire all levels of your team.

• Ability to listen, articulate positions, and advocate for customers. And, challenge assumptions respectfully and give and receive feedback with grace.

• Creative problem solving ability to identify obstacles and viable solutions.

• Outcome-orientation. Ability to articulate the desired outcome and work collaboratively to create a path to achieve it.

• Excellent communication, collaboration, facilitation, and presentation skills, at all levels of the organization and with customers.

Bonus points for:

• Direct experience leading sales operations/deal desk team members.

• Domain relevant experience with IT-related technologies such as directory services, LDAP, RADIUS, SAML, MultiFactor Authentication, MDM, or similarly complex technologies.