Manager, Sales Engineering

JumpCloud Inc.; United States; Remote; USD 201,000 - 254,000; Full time

Job summary

JumpCloud Inc. is seeking a senior leader to run front-line presales for a global IT and security audience. You will build and coach a multi-country Sales Engineering team, defining presales methodologies and cross-functional strategies across Sales and Post-Sales to win enterprise deals.

Remote-first role based in England; guide discovery, POVs, and demonstrations, align with Product and Professional Services, and drive AI-enabled efficiency across regions.

Qualifications

• Demonstrated success in coaching, developing, and managing Sales Engineers or technical solutions professionals in a fast-paced environment.
• Proven expertise in coaching value-based discovery, solution design, and guiding structured Proofs of Value with agreed business outcomes.
• Strong ability to partner with Sales leaders on pipeline qualification, deal risk identification, and strategic technical resource allocation.

Responsibilities

• Onboard, coach, and develop a distributed multi-country SE team through structured call reviews and development plans.
• Standardize discovery, POV execution, and win/loss criteria to improve technical win rates.
• Shorten POV cycles by defining mutual success criteria and proactive blocker resolution.
• Design an SE resource allocation model across international territories to maximize capacity.
• Collaborate with Professional Services, Customer Success, and Product to ensure smooth handoffs and reusable demo assets.

Skills

Presales Leadership

POV Discovery Strategy

Resource & Pipeline Strategy

Tools

Salesforce

Gong/Chorus

Demo automation software

AI productivity tools

Job description

• Purpose: Lead JumpCloud's front-line technical engagement, empowering global IT and security leaders to modernize identity and device infrastructure in an AI-driven era.
• Growth: Expand your leadership footprint across multi-country technical operations, defining presales methodologies, coaching frameworks, and cross-functional strategies across Sales and Post-Sales organizations.
• Motivators: High-autonomy leadership role at a hyper-growth open directory platform, shaping team culture, driving strategic enterprise deals, and influencing product evolution.
• Major Performance Objectives Measurable outcomes for the first 6-12 months: 1. Team Development & Quota Ramp: Onboard, coach, and develop a distributed multi-country SE team through structured call reviews and individualized development plans (IDPs), achieving 100% team ramp and quota attainment within the first 6 months. 2. Technical Win Rate Improvement: Increase regional technical win rates by standardizing outcome-focused discovery, value-based demonstrations, and deal qualification criteria. 3. Proof of Value (POV) Efficiency: Shorten average POV completion through agreed mutual technical success criteria and proactive blocker resolution. 4. Multi-Country Resource Optimization: Design and roll out an SE resource allocation model across international territories, balancing technical complexity, language/regional requirements, and deal tiering to maximize capacity. 5. Cross-Functional Alignment & Asset Reusability: Partner with Professional Services, Customer Success, and Product to achieve seamless handoffs, and introduce reusable demo assets and AI-assisted win/loss analysis to continuously elevate team effectiveness
• Critical Subtasks 1. Establish a recurring coaching cadence with weekly 1-on-1s, Gong call reviews, and demo simulations focused on business discovery and technical outcome articulation. 2. Partner with Sales leadership to review pipeline health, assess technical risks early in the sales cycle, and ensure commercial alignment before technical progression. 3. Develop a standardized POV execution framework featuring pre-agreed evaluation scopes, customer milestones, and formal technical sign-offs. 4. Implement a dynamic SE assignment and scheduling workflow that accounts for time zones, regional nuances, and specialized product capabilities. 5. Directly participate in high-value deal reviews, technical escalations, and executive customer discussions to secure strategic technical wins. 6. Formalize seamless handoff documentation and technical validation reviews with Professional Services and Customer Success to guarantee smooth post-sales implementations. 7. Analyze team performance metrics and win/loss data to identify curriculum gaps, institutionalize competitive battlecards, and adopt thoughtful AI tools for team productivity.
• Must-have functional skills:
  • Presales People Leadership: Demonstrated success in coaching, developing, and managing Sales Engineers or technical solutions professionals in a fast-paced environment.
  • Technical Discovery & POV Strategy: Proven expertise in coaching value-based discovery, solution design, and guiding structured Proofs of Value with agreed business outcomes.
  • Commercial & Resource Strategy: Strong ability to partner with Sales leaders on pipeline qualification, deal risk identification, and strategic technical resource allocation.
• Preferred domain knowledge:
  • Identity and Access Management (IAM), Directory Services (LDAP, Active Directory), Single Sign-On (SSO), and Multi-Factor Authentication (MFA).
  • Unified Endpoint Management (UEM) / Mobile Device Management (MDM) across macOS, Windows, Linux, iOS, and Android ecosystems.
• Tools or systems knowledge:
  • Industry Platforms: JumpCloud, Microsoft Entra/Intune, Okta, Omnissa (Workspace ONE), or Jamf.
  • Sales & Coaching Tech: Salesforce, Gong/Chorus, demonstration automation software, and modern generative AI productivity tools.
• Behavioral or power skills:
  • Distributed Team Leadership: Exceptional ability to motivate, align, and maintain team cohesion across multi-country, remote environments.
  • Executive Communication: High-impact verbal and written communication skills with the ability to bridge complex technical details and business outcomes.
  • Adaptability & Problem-Solving: High-conviction operational mindset with the resilience to thrive in a high-growth, changing SaaS environment.
• Years of Experience: 5+ years of presales sales engineering or technical solutions experience in B2B SaaS/IT infrastructure, including 2+ years of formal people management or technical team leadership.
• 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 committed to being Remote First, meaning that you are able to work remotely within the country noted in the Job Description.
• This role is remote in the country of England. You must be located in and authorized to work in the England to be considered for this role. Language: JumpCloud® has teams in 15+ countries around the world and conducts our internal business in English. The interview and any additional screening process will take place primarily in English. To be considered for a role at JumpCloud®, you will be required to speak and write in English fluently. Any additional language requirements will be included in the details of the job description. Why JumpCloud®? If you thrive working in a fast, SaaS-based environment and you are passionate about solving challenging technical problems, we look forward to hearing from you! JumpCloud® is an incredible place to share and grow your expertise! You'll work with amazing talent across each department who are passionate about our mission. We're out of the box thinkers, so your unique ideas and approaches for conceiving a product and/or feature will be welcome. You'll have a voice in the organization as you work with a seasoned executive team, a supportive board and in a proven market that our customers are excited about. One of JumpCloud®'s three core values is to "Build Connections." To us that means creating " human connection with each other regardless of our backgrounds, orientations, geographies, religions, languages, gender, race, etc. We care deeply about the people that we work with and want to see everyone succeed." - Rajat Bhargava, CEO Please submit your résumé and brief explanation about yourself and why you would be a good fit for JumpCloud®. Please note JumpCloud® is not accepting third party resumes at this time. JumpCloud® is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.