Lead and develop a Sales Engineering team while staying hands-on in enterprise deals, guiding API integrations, advising merchant stakeholders, and partnering across teams to resolve technical challenges.
Manager, Sales Engineering - United Kingdom
📜 Description
- Lead, coach, and develop a distributed, multi-country team of Sales Engineers.
- Establish Proof of Value frameworks with agreed scopes, milestones, success criteria, and technical sign-offs.
- Optimize Sales Engineer assignments across territories based on deal complexity, regional needs, and product expertise.
- Partner with Sales, Professional Services, Customer Success, and Product on deal strategy and implementation handoffs.
- Review strategic deals, technical escalations, team performance, and win/loss data to improve effectiveness.
🛠️ Requirements
- 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.
- 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.
- 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.
- 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.
Full job description
About JumpCloud®
JumpCloud is Intelligent, Secure IT.
Employee Value Proposition
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:
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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.
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Technical Win Rate Improvement: Increase regional technical win rates by standardizing outcome-focused discovery, value-based demonstrations, and deal qualification criteria.
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Proof of Value (POV) Efficiency: Shorten average POV completion through agreed mutual technical success criteria and proactive blocker resolution.
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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.
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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
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Establish a recurring coaching cadence with weekly 1-on-1s, Gong call reviews, and demo simulations focused on business discovery and technical outcome articulation.
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Partner with Sales leadership to review pipeline health, assess technical risks early in the sales cycle, and ensure commercial alignment before technical progression.
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Develop a standardized POV execution framework featuring pre-agreed evaluation scopes, customer milestones, and formal technical sign-offs.
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Implement a dynamic SE assignment and scheduling workflow that accounts for time zones, regional nuances, and specialized product capabilities.
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Directly participate in high-value deal reviews, technical escalations, and executive customer discussions to secure strategic technical wins.
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Formalize seamless handoff documentation and technical validation reviews with Professional Services and Customer Success to guarantee smooth post-sales implementations.
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Analyze team performance metrics and win/loss data to identify curriculum gaps, institutionalize competitive battlecards, and adopt thoughtful AI tools for team productivity.
Required Skills and Experience
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.
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