Director, Global MSP Sales

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🔥 0 minutes ago

🌵 Arizona, Colorado, +3 more states – Remote

🌵 Arizona – Remote ⛰️ Colorado – Remote ❄️ Minnesota – Remote 🏰 Missouri – Remote 🤠 Texas – Remote

💵 $220k - $290k / year

⏰ Full Time

🔴 Lead

🤑 Sales

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JumpCloud

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2013

☁️ SaaS

🔐 Security

🏢 Enterprise

💰 $66M Series F on 2021-10

SaaS • Security • Enterprise

JumpCloud is a unified identity, device, and access management platform that helps organizations centrally manage and secure their IT infrastructure across multiple operating systems and devices. It provides comprehensive solutions for cross-platform device management, cloud-first directory services, Active Directory modernization, and hybrid work enablement. JumpCloud enhances security through features such as zero trust security, passwordless authentication, and multi-factor authentication. Its platform supports automated onboarding and offboarding, identity lifecycle management, conditional access, and compliance management. JumpCloud integrates with various HR systems and offers SaaS management, allowing companies to streamline IT operations and reduce complexity. Trusted by organizations worldwide, JumpCloud is recognized for its ability to unify and secure digital workplace environments efficiently and effectively.

📋 Description

• Define and execute the global MSP go-to-market (GTM) strategy to hit ambitious net-new partner acquisition and net revenue retention (NRR) targets. • Provide direct leadership, coaching, and performance management to the global team of PAEs, BDRs, and Account Managers. • Own global forecasting, pipeline management, and revenue reporting for the entire MSP business unit. • Oversee the global MSP Account Management function to ensure high partner satisfaction, platform adoption, and operational retention. • Standardize account health metrics, Quarterly Business Reviews (QBRs), and growth blueprints to drive increased adoption and expansion within the existing partner book of business. • Actively focus on Partner Success as an engine for growth, building frameworks that help existing MSPs successfully bundle, upsell, and resell our solutions to their end-customers to maximize mutual MRR expansion. • Manage the team of Partner Account Executives (PAEs), ensuring high-velocity execution in qualifying and converting inbound MSP leads into active, revenue-generating partners. • Oversee and optimize outbound pipeline generation strategies executed by both the BDR team and the PAEs (who share outbounding responsibilities). • Actively participate in major industry events, conferences, and roadshows to represent the company, build executive relationships, and generate high-value pipelines. • Collaborate closely to drive structured partner success and velocity by expanding our specialized MSP courses and certification tracks. • Partner to continuously refine, iterate, and optimize our overarching MSP Partner Program (including tiers, incentives, and requirements) to remain a premier choice in the channel ecosystem. • Act as the "voice of the MSP," synthesizing feedback from the field to influence the product roadmap and perfect pricing, packaging, and positioning.

🎯 Requirements

• 8+ years of B2B SaaS sales leadership experience • at least 4+ years explicitly dedicated to managing MSP / Channel Partner sales and account management teams globally or across major regions • Proven success managing and scaling a multi-tiered sales org composed of both hunting functions (Directly managing BDRs and quota-carrying PAEs) and farming functions (Account Managers) • Deep comprehension of how MSPs operate, their business models (MRR, packaging, margin expectations), and their technical ecosystems • Experience aligning sales execution with formalized partner certification pathways and global channel partner programs • Proficient in CRM architecture (e.g., Salesforce, HubSpot) and PRM (Partner Relationship Management) tools to build reliable dashboards, forecasts, and attribution models • Ability to travel globally for partner visits, executive QBRs, and major channel events (approx. 25–30%)

🏖️ Benefits

• several medical plans to choose from including a high deductible HSA plan with employer contribution • two dental plans • vision insurance • flexible spending account (FSA) • employee assistance program (EAP) • short- and long-term disability • life insurance • 401k savings plan with match • flexible paid time off policy