• Lead business development activities across the full sales cycle with prospective and existing clients and partners • Drive new business through direct sales, RFP participation, and expansion within existing accounts • Build strong relationships with key stakeholders, brokers, and benefits consultants • Present at conferences, client events, and finalist presentations • Refine territory strategy aligned with broader organizational goals • Participate in Quarterly Business Reviews to assess performance and strategy

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. This opportunity role is considered a non-exempt role under applicable law and is eligible for overtime pay. Key Responsibilities: - Purpose: This role sits at the heart of JumpCloud's North America sales motion. You will identify and qualify high-potential opportunities that feed directly into our AE organization, while building the foundational skills that set you up for a quota-carrying role. The impact is tangible: every conversation you start, and every opportunity you qualify, expands JumpCloud's customer footprint and helps more organizations take control of their IT environments. - Growth: This role provides ample opportunity to hone your sales development skills, gain in-depth knowledge of the IT security landscape, and collaborate closely with both Marketing and Sales teams. High performers will have avenues for career progression within the business development or sales organizations as JumpCloud continues its rapid expansion - This position is ideal for an ambitious, results-driven professional who thrives on the challenge of initiating new relationships and contributing to tangible business outcomes. You will find energy in consistent outreach, the ability to qualify valuable prospects, and seeing your efforts directly translate into pipeline generation and new paying customers - Conduct Targeted Prospect Research: Continuously research and identify new target accounts and contacts within the North American market that align with JumpCloud’s Ideal Customer Profile (ICP) using tools like LinkedIn Sales Navigator, Apollo, and other intelligence platforms. - Execute Multi-Channel Outreach Campaigns: Consistently engage prospects through personalized cold calls, emails, and social media messaging to initiate conversations and uncover potential business needs. - QualifyOutbound Leads: Apply a structured qualification framework (e.g., BANT, MEDDPICC) to assess prospect interest, needs, budget, authority, and timeline to determine sales readiness before scheduling meetings for Account Executives. - Articulate JumpCloud's Value Proposition: Clearly and concisely communicate JumpCloud's mission and how its solutions address specific IT and security challenges faced by prospects. - Schedule and Confirm Qualified Meetings: Coordinate and confirm introductory meetings or demonstrations for the sales team, ensuring prospects are properly briefed and prepared for the next stage of the sales process. - Maintain Accurate CRM Records: Diligently log all prospecting activities, communications, and lead qualifications within the CRM system (e.g., Salesforce) to ensure data integrity and provide clear visibility into pipeline development. - Partner Closely with Account Executives: Participate in deal reviews, shadowing calls, and regular syncs with AEs to accelerate your development and continuously improve lead quality and handoff execution. Key Performance Indicators: - Generate Qualified Pipeline within North American Market: Within the first 6 months, consistently achieve monthly targets for Sales Qualified Leads (SQLs) that convert into sales opportunities, contributing directly to pipeline generation for the North American sales team. Success is measured by the volume and quality of qualified meetings scheduled and the conversion rate to sales pipeline. - Execute High-Volume, Consistent Outreach Campaigns: By the end of month 3, establish and maintain a rigorous daily outreach cadence across multiple channels (phone, email, social selling) to engage a diverse set of prospects in North America. Achieve established metrics for outbound activity, response rates, and meeting booked. - Develop and Qualify New Business Opportunities: Within the first 6-12 months, demonstrate a strong ability to identify, research, and qualify potential leads, ensuring they align with JumpCloud’s Ideal Customer Profile (ICP) and possess clear pain points that JumpCloud’s solutions can address. Successfully handover qualified opportunities to the sales team, resulting in progression through the sales cycle. Defined Success in First Year: In your first year as a Business Development Representative, you will have consistently met or exceeded your monthly qualified opportunity targets, significantly contributing to JumpCloud's new business pipeline. You will have built strong relationships with your sales counterparts, earning their trust through the quality of leads you provide. Your proactive approach to identifying and engaging prospects, coupled with your ability to articulate JumpCloud's value, will be evident in the growing number of opportunities you generate and the positive feedback from both prospects and internal stakeholders. Required Skills & Qualifications: Technical Skills: - Proficiency with CRM software (e.g., Salesforce) for pipeline management and activity tracking - Experience with sales engagement platforms (e.g., Gong Engage, Outreach) and prospecting tools (e.g., LinkedIn Sales Navigator, Apollo) Soft Skills: - Exceptional English written and verbal communication skills, with a focus on clear and concise messaging - Strong active listening skills and the ability to ask probing questions to uncover needs - Resilience and persistence in a fast-paced, target-driven environment - High degree of curiosity and a passion for continuous learning - Ability to work independently while also being a collaborative team player - Genuine competitive drive and a desire to move into a closing role - Coachability and a hunger to learn from AEs, managers, and peers Experience: - 1-3 years of experience in a Business Development Representative (BDR) or Sales Development Representative (SDR) role, preferably in a SaaS or technology company - Demonstrated track record of achieving or exceeding lead generation/pipeline targets - Experience selling to or engaging prospects in the North America market is highly desirable - Clear desire to grow into an Account Executive role 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 recruiting@jumpcloud.com with the subject line "Scam Notice" #LI-Remote #BI-Remote

• Responsible for prospecting Public Sector organizations which are not presently active clients of Gartner, within an assigned geographical territory • Identify key buying centers to expand the net new client base • Leverage key best practices to drive and successfully sell new business opportunities • Build and effectively manage a list of new individuals and new clients to drive business development • Collaborate with internal resources and external network to prioritize and penetrate key accounts • Mastery and consistent execution of Gartner’s internal sales methodology, products, and services • Manage forecast accuracy on a monthly/quarterly/annual basis

• Meet or exceed sales growth targets for Direct Rx business and other strategic targets such as premium lenses, coatings, finished single vision lenses and organizational programs and projects. • Utilize Salesforce.com to identify key opportunities to increase territory sales. • Profile and evaluate each customer’s store operation, financial data, customer segment, business model & profit drivers, and create value-based sales strategies that has positive financial impact on company. • Conduct and prepare pre-call planning and call objectives and anticipate likely objections; understand motivations and establish a relationship as a trusted advisor / consultant. • Lead sales conversation with ECPs by challenging and persuading them to change behavior. • Build agreement at each point in the sales process, remove barriers and close the deal. • Create innovative tactical and strategic approaches to meet and exceed business objectives when faced with an obstacle or a customer concern. • Increase sales by effectively communicating the advantages and benefits of Carl Zeiss Vision products and services to Eye Care Professionals. • Support and implement national marketing plans, utilizing digital tools and apps. • Schedule, plan, develop and conduct on-site individual, group and office training and educational seminars to increase demand for Carl Zeiss Vision labs and lenses. • Work with Buying Group personnel e.g. coaches to maximize opportunities to grow CZV share within assigned territory. • Establish a positive, productive and collaborative working relationship with Carl Zeiss Vision employees and colleagues. • Input accurate and timely reports via Salesforce.com. • Efficiently manage travel cost and leverage smart spending techniques. • Prepare and submit timely expense reports. • Follows safety standards and reports any safety concerns to leadership.