Account Executive, SMB - United States

The Enterprises of Tomorrow (EOT) team sits within JumpCloud's SMB Sales organization and is built around a simple thesis: the fastest-growing companies under 200 employees are tomorrow's Enterprise and we're going to win them preemptively. 

 

This is not a reactive, inbound-heavy role. EOT Sales Reps are hunters. You'll own a curated book of high-potential target accounts, drive Outbound pipeline from scratch, and run a disciplined, high-velocity sales motion that converts cold outreach into closed revenue. You'll work alongside BDRs, SEs, and marketing where you own the outcome.

 

If you're the type who builds your own pipeline, studies your accounts before you dial, and treats outbound as a craft, this role is for you. 

Drive outbound pipeline generation through cold outreach, personalized sequencing, and strategic prospecting into CTOs, IT Directors, and technical decision-makers

Own a targeted list of EOT accounts and high-growth SMB companies 

Run the full sales cycle from first touch to close, with support from pre-sales and BDR resources

Maintain a 3x-4x pipeline coverage ratio built predominantly through outbound activity

Lead product demonstrations with SE support, articulating value across identity, access management, and endpoint security

Leverage Salesforce, Gong, Gemini and Sales Navigator to manage pipeline, forecast accurately, and refine your outreach approach

Collaborate with marketing and partnerships on targeted EOT account campaigns and co-sell motions

Contribute to the EOT playbook: share what's working, surface account intel, and help the team get better together

Proven outbound hunter

Experience carrying a quota in B2B SaaS, preferably selling to SMB or technical buyers

Track record of prospecting and closing net-new logos, not just expanding existing business

Familiarity with identity, access management, endpoint security, or adjacent IT infrastructure is a plus

Strong discovery skills: you know how to uncover pain, not just pitch features

Comfortable running a high-volume, high-velocity sales motion without losing deal quality

Excellent written and verbal communication

Proficiency with Salesforce for pipeline management and forecasting

Experience with Sales Navigator and sequencing tools (Outreach, Salesloft, or similar)

2+ years of B2B SaaS sales experience with a quota-carrying role

Demonstrated success in outbound-led, new logo acquisition motions

Experience selling to IT, security, or technical stakeholders preferred

Higher education degree preferred but not required