About the Role
This is not a volume role. You will own a concentrated portfolio of JumpCloud's most strategic APAC accounts, a multi-million dollar book of business anchored by some of the region's most recognizable technology companies. You'll be the commercial owner of these relationships end to end: renewals, expansion, executive engagement, and long-term account strategy.
You'll report directly to our Global Leader of Account Management, giving you visibility with senior leadership and a direct line into how we build and scale our global post-sales organization. If you want your work to be seen and your accounts to matter, this is that role.
What You'll Do:
Own the full commercial relationship for a portfolio of strategic accounts, carrying a Net Revenue Retention target and driving expansion across the JumpCloud platform.
Lead complex renewals and expansions from first conversation through negotiation and close, including multi-year, seven-figure agreements.
Navigate enterprise buying processes end to end: procurement, legal, security review, and vendor management, setting clear mutual close plans and keeping deals on track.
Build genuine, trusted relationships with senior stakeholders, from IT and security leaders to CIOs, CFOs, and procurement heads.
Run high-quality executive business reviews: usage and value analysis, optimization recommendations, and a clear roadmap for what's next.
Work hand in hand with our partner and channel ecosystem, including resellers, distributors, and MSPs, to drive joint account plans and shared success.
Partner cross-functionally with Customer Success, Product, and Technical Support to make sure your customers get outstanding outcomes.
Represent JumpCloud in person: customer meetings, executive presentations, and regional events. Expect roughly 25% travel across the region.
Why THIS Role:
A strategic book of business where every account matters and your impact is measured in millions, not activity metrics.
Direct reporting line to global AM leadership, with real influence on how we scale internationally.
APAC is our fastest-growing region, with marquee logos and significant whitespace still to capture.
A remote-first setup across ASEAN, with the travel budget and executive support to show up where it counts.
What We're Looking For:
5+ years in account management, enterprise sales, or customer growth roles in B2B SaaS, with a proven record of high performance against revenue targets.
Experience owning large, strategic accounts, including individual relationships worth $500K+ ARR and deals of $1M+.
Demonstrated ability to run enterprise procurement and buying processes: RFPs, security and legal review, commercial negotiation, and multi-stakeholder sign-off.
Excellent presentation skills. You're confident presenting to C-level audiences, whether in a boardroom or on a stage.
A structured, repeatable sales approach, ideally grounded in a recognized methodology (MEDDPICC, Challenger, SPIN, Miller Heiman).
Experience working with and through partners and channel sales teams.
Technical curiosity: you can learn and credibly discuss identity, device management, and security concepts.
Comfortable collaborating across time zones with a globally distributed team, and willing to travel approximately 25% of the time.
Nice to Have:
Experience in identity, security, or IT infrastructure SaaS.
Experience in hyper-growth environments.
Additional regional language skills.
