On Wednesday, Oct. 8, Vice President of Americas Sales Randy Moll unveiled the plan for modernizing the region’s go-to-market sales structure for 2026. The goal is for the organization to become more efficient and productive so that it can increase sales and better support JMP customers. “Our intention is to sell more with the same great people. Change can be hard, but it is also exciting and necessary for growth,” said Moll.
Senior Vice President of Global Sales Michael Scruggs opened the meeting, saying, “This plan will help JMP grow and scale at a faster rate and pace. We come to modernization from a position of strength and expect it to make JMP stronger.” As JMP’s first and oldest Sales region, it makes sense to roll this plan out in the Americas first. Why?
- It is the most mature market.
- There is a strong and supportive leadership team.
- It is a great test environment.
The modernized go-to-market model will go into effect in the Americas on Jan. 1, 2026. Scruggs added, “Later in 2026, we will begin work on preparing the other Sales regions for a similar rollout in 2027.”
The purpose of the new model is to provide:
- Clearer structure to align people and resources with high-growth opportunities.
- A focused growth plan to position sellers for breakthrough success in 2026 and beyond.
- Defined accountability by making performance metrics visible.
- Stronger support via consistent coverage models and leadership coaching.
- Modernized processes that will reduce friction to facilitate faster and better execution.
The Americas Sales organization will move away from the legacy three-person pod structure of Account Executive (AE), Systems Engineer (SE), and Inside Sales Representative (ISR). Instead, AEs and ISRs will each own a defined sales territory as well as an individual sales target. In the new plan, territories will fall into one of three market segments:
- Strategic Accounts: Large, complex accounts in our main verticals representing approximately 50% of Americas TSR.
- Managed by 13 AEs, 13 SEs, and two ISR Overlays
- Two Sales Managers: Ashley Prince and Jon Flaherty
- One SE Manager: Mary Loveless
- Key Accounts: Existing and prospective named accounts with high growth potential in our primary and secondary verticals.
- Managed by six AEs, three SEs, and one ISR Overlay
- One Sales Manager: Juliette Plager
- One SE Manager: Jason Wiggins
- Core Accounts: Existing and prospective accounts with significant growth potential in all verticals.
- Ten AEs, 25 ISRs, 17 SEs, and five ISR Overlays
- Five Sales Managers: Briana Codd, Stuart Neighbours, Lauren Buck, and two open positions.
- Two SE Managers: Nick Shelton and Jason Wiggins
- Sales Director: Lori Casto
SEs will deliver technical excellence and credibility as they continue to engage regularly with customers. The newly created Inside Sales Overlay positions will support multiple AEs and/or ISRs and will be critical for increasing sales efficiency and productivity.
Scruggs reminded everyone to stay focused on closing out 2025. “Don’t let this distract you from what needs to be done in Q4 to close the year strong. Draining the pipeline is paramount. Control what you can control and stay focused,” he advised.
Scruggs ended the meeting by emphasizing that the modernization plan has support from the JMP leadership team. “Everyone is excited. This is an opportunity to contribute to change, a once-in-a-career opportunity that will lead to really great things in 2026. It will be a very exciting year for JMP.”
Got questions? Submit them to AmSalesModern@jmp.com. All the questions will be added to an FAQ that will be available soon.
