Business Development Representative - United States

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: As a new position within a scaling Marketing department, 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