Senior Account Executive, New Logo

Role Overview

• Build and execute a focused territory strategy to land net-new enterprise logos within an assigned segment (vertical, account tier, or named accounts).
• Develop deep segment expertise — buying behaviors, compliance requirements, Apple ecosystem maturity — to sharpen pipeline targeting and Jamf's value proposition.
• Develop a robust pipeline by outbound prospecting, collaborate with Marketing on ABM campaigns, and coordinate with our key Channel partners to facilitate strategic introductions.
• Engage diverse stakeholder groups including IT, Security, Finance, Legal, Procurement, and C-suite with customized business cases.
• Ability to structure multi-year, multi-SKU commercial agreements, including expansion ARR, professional services, and renewal terms.
• Experience selling against a land-and-expand motion — sizing the initial footprint for speed to close while protecting long-term ACV growth.
• Manage the entire sales cycle from initial discovery to contract signing — including long cycles, changing stakeholders, enterprise procurement, legal, and InfoSec processes.
• Map and manage multi-threaded buying committees; understand stakeholder roles, internal politics, and how consensus gets built in large organizations.
• Navigate SLASA, DPA, and security reviews with confidence; guide internal and external stakeholders without losing deal momentum.
• Negotiate commercial agreements, with support from Jamf Legal teams, that emphasize value-based positioning and the potential for long-term partnerships across Jamf's entire portfolio.
• Maintain deal control in competitive scenarios where incumbents are entrenched, and switching costs are real.
• Build multi-threaded C-suite relationships early, before formal buying processes start — never rely on a single thread.
• Position yourself as a trusted advisor on Apple enterprise management and endpoint security, bringing a segment-informed point of view.
• Deliver executive presentations and ROI business cases tied to board-level priorities: security posture, workforce productivity, compliance, and TCO.
• Own strategic relationships with Apple's enterprise team and key channel/SI partners, with joint business planning that creates a durable pipeline.
• Maintain a healthy, well-qualified pipeline with disciplined stage progression and accurate monthly/quarterly forecasting in Salesforce.
• Generate — not just consume — segment intelligence: competitive dynamics, regulatory shifts, Apple ecosystem trends, win/loss patterns.
• Contribute to segment playbooks, ICP definitions, and GTM priorities; mentor other AEs on prospecting and enterprise deal strategy.

Requirements

• Minimum of 8 years of enterprise B2B SaaS sales experience with a consistent track record of quota attainment. (Required)
• Proficiency in MEDDPICC or equivalent enterprise qualification methodology; ability to rigorously apply it across long, complex sales cycles to improve forecast accuracy and accelerate deal velocity. (Required)
• Proven success winning net-new enterprise logos — complex, multi-stakeholder deals in the 1,000+ employee segment.(Required)
• Experience navigating complete enterprise buying cycles, including IT, Security, Legal, Finance, and C-suite.
• Advanced consultative, solutions-oriented selling style; able to connect technology capabilities to executive-level business outcomes.
• Deep experience in enterprise procurement processes: DPAs, SLAs, security reviews, and InfoSec requirements.
• Experience in direct and indirect (channel/partner) selling models.
• Strong Salesforce proficiency and forecasting discipline.
• Strong familiarity with Apple enterprise ecosystem or endpoint management/security technologies (preferred).
• Executive presence and communication skills that earn credibility at the C-suite level.
• Self-directed; thrives in fast-paced environments with long deal cycles and ambiguous buying processes.

Tech Stack

• Jamf
• Switching

Benefits

• Named a 2025 Best Companies to Work For by U.S. News
• Named a 2025 Newsweek America’s Greatest Workplaces for Gen Z
• Named one of Forbes Most Trusted Companies in 2024
• Named a 2024 Newsweek America’s Greatest Workplaces for Parents & Families
• Named a 2024 PEOPLE Companies That Care by PEOPLE® and Great Place To Work®
• We offer a clear and defined sales career path. Our main goal is to help you successfully step into our Account Executive role, but there are many ways to advance your career at Jamf.
• We train and then we give you the room to grow. Our Jamfs can explore the vertical career path, as well as the horizontal, to discover new interests and opportunities.
• You don’t have to be a techie to be a Jamf. Our best-in-class sales focused Bootcamp training provides you with the technical and product knowledge required to confidently talk with customers about Jamf.
• We set achievable targets, help each other out, and share best practices across the team.
• You will have the opportunity to make a real and meaningful impact for more than 75,000 global customers with the best Apple device management solution in the world.