Director, Global MSP Sales - United States

All roles at JumpCloud® are Remote unless otherwise specified in the 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. JumpCloud is Intelligent, Secure IT. Position Overview We are seeking an experienced, strategic, and results-driven Global MSP Sales Director to lead and scale our Managed Service Provider (MSP) business. In this role, you will have end-to-end accountability for the global MSP revenue lifecycle, managing both the net-new partner acquisition engine and the existing partner growth engine. You will directly lead a team of Partner Account Executives (PAEs) and Business Development Representatives (BDRs) focused on landing new MSPs, alongside a dedicated MSP Account Management Team focused on driving retention, health, and deep wallet-share expansion. As a key leader, you will also collaborate cross-functionally with Marketing, Product, Enablement, and Channel Leadership to optimize our market position and partner program. In accordance with the Colorado Equal Pay for Equal Work Act, the approximate annual compensation range for this role, depending on individual candidate level and experience, is $220,000 - $290,000, including base salary and any related bonuses or commissions. In the US, JumpCloud® provides a comprehensive benefits package, with 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 and a 401k savings plan with match. We have a flexible paid time off policy. #LI-MH1 Where you’ll be working/Location: JumpCloud® is committed to being Remote First, meaning that you are able to work remotely within the country noted in the Job Description. All roles posted in United States locations do require that you be located within one of the 50 U.S. States.  Our Headquarters is in the Denver/Boulder, CO area but as a remote company, you are able to work remotely anywhere in the U.S.  If you would like to spend time in our offices in the Denver/Boulder area, you are welcome to do that as well. 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. Scam Notice: Please be aware that there are individuals and organizations that may attempt to scam job seekers by offering fraudulent employment opportunities in the name of JumpCloud. These scams may involve fake job postings, unsolicited emails, or messages claiming to be from our recruiters or hiring managers. Please note that JumpCloud will never ask for any personal account information, such as credit card details or bank account numbers, during the recruitment process. Additionally, JumpCloud will never send you a check for any equipment prior to employment. All communication related to interviews and offers from our recruiters and hiring managers will come from official company email addresses (@jumpcloud.com) and will never ask for any payment, fee to be paid or purchases to be made by the job seeker. If you are contacted by anyone claiming to represent JumpCloud and you are unsure of their authenticity, please do not provide any personal/financial information and contact us immediately at [email protected] with the subject line "Scam Notice" #LI-Remote #BI-Remote Key Responsibilities Strategic Leadership & Revenue Ownership 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. Existing Partner Account Management & Expansion 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. New Partner Acquisition (Direct PAE & BDR Management) 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. Cross-Functional Collaboration & GTM Alignment With Partner Enablement: Collaborate closely to drive structured partner success and velocity by expanding our specialized MSP courses and certification tracks, ensuring partners are fully equipped to sell and support our solutions. With Channel Leadership: 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. With Marketing: Partner to design, execute, and measure high-impact demand generation and account-based marketing campaigns tailored specifically to the MSP audience. With Product & Product Marketing: Act as the "voice of the MSP," synthesizing feedback from the field to influence the product roadmap (e.g., multi-tenancy, integrations) and perfect pricing, packaging, and positioning. Required Qualifications & Experience Experience: 8+ years of B2B SaaS sales leadership experience, with at least 4+ years explicitly dedicated to managing MSP / Channel Partner sales and account management teams globally or across major regions. Direct Team Management: 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). MSP Domain Expertise: Deep comprehension of how MSPs operate, their business models (MRR, packaging, margin expectations), and their technical ecosystems. Program & Enablement Alignment: Experience aligning sales execution with formalized partner certification pathways and global channel partner programs. Data-Driven Leadership: Proficient in CRM architecture (e.g., Salesforce, HubSpot) and PRM (Partner Relationship Management) tools to build reliable dashboards, forecasts, and attribution models. Travel: Ability to travel globally for partner visits, executive QBRs, and major channel events (approx. 25–30%).

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      "content": "<div>\n<h3><strong>Strategic Leadership &amp; Revenue Ownership</strong></h3>\n\n<li>\n<p>Define and execute the global MSP go-to-market (GTM) strategy to hit ambitious net-new partner acquisition and net revenue retention (NRR) targets.</p>\n</li>\n<li>\n<p>Provide direct leadership, coaching, and performance management to the global team of PAEs, BDRs, and Account Managers.</p>\n</li>\n<li>\n<p>Own global forecasting, pipeline management, and revenue reporting for the entire MSP business unit.</p>\n</li>\n\n<h3><strong>Existing Partner Account Management &amp; Expansion</strong></h3>\n\n<li>\n<p>Oversee the global MSP Account Management function to ensure high partner satisfaction, platform adoption, and operational retention.</p>\n</li>\n<li>\n<p>Standardize account health metrics, Quarterly Business Reviews (QBRs), and growth blueprints to drive increased adoption and expansion within the existing partner book of business.</p>\n</li>\n<li>\n<p>Actively focus on <strong>Partner Success as an engine for growth</strong>, building frameworks that help existing MSPs successfully bundle, upsell, and resell our solutions to their end-customers to maximize mutual MRR expansion.</p>\n</li>\n\n<h3><strong>New Partner Acquisition (Direct PAE &amp; BDR Management)</strong></h3>\n\n<li>\n<p>Manage the team of <strong>Partner Account Executives (PAEs)</strong>, ensuring high-velocity execution in qualifying and converting inbound MSP leads into active, revenue-generating partners.</p>\n</li>\n<li>\n<p>Oversee and optimize outbound pipeline generation strategies executed by both the <strong>BDR team</strong> and the <strong>PAEs</strong> (who share outbounding responsibilities).</p>\n</li>\n<li>\n<p>Actively participate in major industry events, conferences, and roadshows to represent the company, build executive relationships, and generate high-value pipelines.</p>\n</li>\n\n<h3><strong>Cross-Functional Collaboration &amp; GTM Alignment</strong></h3>\n\n<li>\n<p><strong>With Partner Enablement:</strong> Collaborate closely to drive structured partner success and velocity by expanding our specialized MSP courses and certification tracks, ensuring partners are fully equipped to sell and support our solutions.</p>\n</li>\n<li>\n<p><strong>With Channel Leadership:</strong> 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.</p>\n</li>\n<li>\n<p><strong>With Marketing:</strong> Partner to design, execute, and measure high-impact demand generation and account-based marketing campaigns tailored specifically to the MSP audience.</p>\n</li>\n<li>\n<p><strong>With Product &amp; Product Marketing:</strong> Act as the \"voice of the MSP,\" synthesizing feedback from the field to influence the product roadmap (e.g., multi-tenancy, integrations) and perfect pricing, packaging, and positioning.</p>\n</li>\n\n</div>"
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      "text": "Required Qualifications & Experience",
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