Enterprise Account Manager, EMEA Accounts - India - Jumpcloud

Job Title: Enterprise Account Manager, EMEA Accounts - India
Job Location: Bangalore, India - Remote
Job Listing URL: https://jobs.lever.co/jumpcloud/2cd09cf4-6300-4786-874a-d0c68ea2c452
Job Description: All roles at JumpCloud are Remote unless otherwise specified in the Job Description.

About JumpCloud
JumpCloud® delivers a unified open directory platform that makes it easy to securely manage identities, devices, and access across your organization. With JumpCloud®, IT teams and MSPs enable users to work securely from anywhere and manage their Windows, Apple, Linux, and Android devices from a single platform. JumpCloud® is IT Simplified.

About the Role

We are looking for a high-performing Enterprise Account Manager to join our team in India. This is a crucial role responsible for managing and growing a strategic multi-million dollar book of business with our most critical Tier 1 and upper Tier 2 customers in EMEA.

Working remotely from India, you will serve as the executive relationship owner and strategic advisor to a portfolio of high-value direct and partner-led accounts. You’ll drive deep customer engagement, ensure successful renewals, and identify and close upsell and cross-sell opportunities. This is a highly visible role for an individual who thrives in a value-based selling environment and has a proven track record of success managing enterprise SaaS accounts.

Given the time difference, flexibility in working hours to align with EMEA business hours (approx: 1pm - 10pm IST) will be essential to effectively collaborate with customers and internal teams.

Key Responsibility: Strategic Account Ownership
Own a high-value portfolio (>$7M ARR) of enterprise and upper-mid-market customers in EMEA.
Build executive-level relationships with customer stakeholders to position JumpCloud as a strategic partner.
Lead Quarterly Business Reviews (QBRs), renewal negotiations, and multi-year account planning.
Identify whitespace and expansion opportunities and execute growth strategies across the portfolio.
Key Responsibility: Revenue Retention & Expansion
Drive consistent execution against key performance indicators (KPIs): Net ARR growth, renewal rates, expansion revenue, and product adoption.
Accurately forecast pipeline and own commercial negotiations in collaboration with Renewal Specialists.
Develop territory and account plans aligned to customer business goals and JumpCloud’s roadmap.
Key Responsibility: Cross-Functional Leadership
Collaborate closely with Customer Success Managers (CSMs) to ensure strong adoption and solution value realization.
Partner with Sales Engineering, Product, and Support teams to drive outcomes for complex or strategic customers.
Work with Marketing and Partner teams to build co-selling motions and targeted campaigns.
Key Responsibility: Global Collaboration
Work effectively across time zones to support EMEA customers and internal teams.
Willingness to travel internationally for key customer meetings, strategic workshops, or company events as required (~10%).
Requirements:
10+ years of experience in Enterprise SaaS account management or customer growth roles.
Proven track record managing a large book of business ($10M+ ARR) and consistently exceeding growth and retention targets.
Experience managing both direct and partner-led enterprise accounts.
Strong command of value-based and solution selling methodologies (e.g., Challenger, MEDDIC, SPIN).
Demonstrated executive presence and ability to influence C-level stakeholders and decision-makers.
Highly proficient in CRM and forecasting tools (e.g., Salesforce, Clari).
Strong organizational skills and a strategic mindset for multi-threaded customer engagement.
Bachelor's degree required. An MBA or a technical degree is a plus.
Why Join JumpCloud?
Strategic Role: Be a key driver of revenue growth and customer satisfaction across JumpCloud’s most important accounts.
Autonomy & Impact: Own your territory, influence product and go-to-market strategies, and make a measurable impact.
Remote & Flexible: Work from anywhere in India with a modern, results-driven work culture.
Career Growth: Thrive in a fast-paced, high-growth SaaS company with ample opportunities for advancement.
Global Team: Collaborate with passionate teams across North America, EMEA, and APAC.