Account Executive, North America SMB

About the role

This position focuses on engaging with rapidly growing companies in North America that are poised for significant expansion. You will be responsible for the entire sales process, from initial contact to closing deals, for a fast-paced market.

Key facts

What you'll do

• Manage the complete sales journey for small to medium-sized businesses and emerging growth accounts in North America, focusing on rapid pipeline creation and deal closure.
• Proactively identify and engage with high-potential startups and expanding technology firms across the United States and Canada, developing your own lead pipeline in addition to inbound and partner referrals.
• Conduct thorough discovery sessions to pinpoint prospect challenges in identity, device, and access management, then align JumpCloud's capabilities with their immediate requirements and future growth plans.
• Present persuasive demonstrations and value-driven proposals specifically designed for founders and early-stage IT or operations leaders within the North American landscape.
• Maintain a high volume of active opportunities, ensuring disciplined pipeline management and accurate forecasting within Salesforce.
• Collaborate with sales development representatives, solutions engineers, and channel partners to expedite deal progression and broaden market reach.
• Achieve and surpass monthly and quarterly sales targets while establishing accounts prepared for subsequent growth.
• Provide valuable market insights, including common objections, competitive landscapes (Microsoft, Okta, Google), and ideal customer profile indicators, to the SMB and segment leadership teams.

Requirements

• Possess 2 to 5 years of experience in full-cycle B2B sales, ideally within SaaS or technology sectors, with a consistent history of meeting sales quotas.
• Have prior experience selling to the North American market or to SMB and startup clients, demonstrating comfort with a high-volume sales approach.
• Exhibit strong prospecting abilities, capable of independently generating sales leads.
• Demonstrate excellent skills in discovery and value-based selling, with the ability to engage both technical (IT) and non-technical (founder/operations) buyers.
• Communicate fluently and effectively in spoken and written English, with comfort in interacting with North American business professionals and understanding their norms.
• Be willing and able to work a night shift schedule that aligns with North American time zones.
• Be proficient in using modern sales technology, including Salesforce and various prospecting and engagement tools.

Nice to have

• Previous experience in identity management, security, IT administration, DevOps, or infrastructure software.
• Prior experience working within an India-based team that sells into the North American market.
• Familiarity with the startup and technology ecosystem in North America.
• Exposure to product-led growth (PLG) or trial-based sales models, and experience with partner or channel-sourced pipeline.

Skills & tools

• Salesforce
• Prospecting and engagement tools

Practical notes

• This role is remote and requires you to be located and authorized to work in India.
• Interviews and screening will be conducted primarily in English. Fluency in spoken and written English is mandatory.
• JumpCloud is not accepting resumes from third-party agencies.