Senior Account Executive, Growth Markets at Jama Software

Remote - USFull-timeRemoteGrowth MarketsPosted 15 days ago

About the Role

<div class="content-intro">Jama Software® is focused on maximizing innovation success in multidisciplinary engineering organizations. Numerous firsts for humanity in fields such as fuel cells, electrification, space, software-defined vehicles, surgical robotics, and more all rely on Jama Connect® requirements management software to minimize the risk of defects, rework, cost overruns, and recalls. Using Jama Connect, engineering organizations can now intelligently manage the development process by leveraging Live Traceability™ across best-of-breed tools to measurably improve outcomes. Additionally, customers have access to cutting edge AI functionality to modernize their requirements workflows and processes. Our rapidly growing customer base spans the automotive, medical device, life sciences, semiconductor, aerospace & defense, industrial manufacturing, consumer electronics, financial services, and insurance industries.</div>We’re seeking a high-impact, strategic Senior Account Executive to join our Growth Markets team. Are you energized by the opportunity to bring proven technology into new growth markets? Do you excel in complex, consultative sales environments where buyers need a partner who can educate, challenge, and guide them toward a better way of working? If you’re excited by market expansion, new revenue creation, and the challenge of helping complex organizations see what’s possible, we’d love to connect. <h2>What You'll Do: </h2> <ul> <li>Drive new and expansion revenue for Jama’s Growth Markets throughout North America and Europe.</li> <li>Expand Jama’s footprint across architecture, construction, energy, oil and gas, infrastructure, industrial operations, manufacturing, utilities, supply chain, and other asset-heavy, highly regulated, or technically complex industry verticals.</li> <li>Identify, engage, and develop high-potential accounts where Jama Connect can deliver meaningful value.</li> <li>Build qualified pipeline through targeted outbound prospecting, account research, referral development, events, and cross-functional collaboration.</li> <li>Educate prospective buyers on the value of requirements management, traceability, risk reduction, workflow alignment, and improved execution.</li> <li>Lead consultative sales cycles with technical, operational, commercial, and executive stakeholders.</li> <li>Develop tailored account strategies that connect customer pain, business risk, operational complexity, and Jama’s platform value.</li> <li>Maintain strong pipeline discipline, forecast accuracy, qualification rigor, and opportunity hygiene.</li> <li>Share market intelligence, buyer feedback, objections, and repeatable use cases to help strengthen Jama’s Growth Markets strategy.</li> </ul> <h2>What You'll Bring: </h2> <ul> <li data-section-id="twxl1u" data-start="4155" data-end="4339">5+ years of successful B2B SaaS, enterprise software, or technical platform sales experience, with meaningful ownership of new logo acquisition, account growth, or expansion revenue.</li> <li data-section-id="on1ren" data-start="4340" data-end="4431">Proven success selling complex solutions through consultative, value-based sales motions.</li> <li data-section-id="28z2xk" data-start="4432" data-end="4645">Experience selling technical software, engineering workflow solutions, requirements management, systems engineering, PLM, ALM, QMS, digital thread, workflow automation, or similarly complex enterprise platforms.</li> <li data-section-id="4dfov" data-start="4646" data-end="4943">Demonstrated ability to generate pipeline, develop territory strategy, and convert new or expanding account opportunities in Growth Markets, ideally across AEC, energy, oil and gas, infrastructure, industrial operations, manufacturing, utilities, supply chain, or similarly complex environments.</li> <li data-section-id="1waz4o4" data-start="4944" data-end="5125">Experience educating buyers on technology value in markets where the business problem is real, but the solution category may not yet be fully understood, budgeted, or prioritized.</li> <li data-section-id="twj4tj" data-start="5126" data-end="5305">Strong discovery skills, including the ability to uncover operational pain, business risk, process gaps, stakeholder misalignment, technical complexity, or execution challenges.</li> <li data-section-id="tyvxpw" data-start="5306" data-end="5438">Ability to build a compelling business case and create urgency with technical, operational, financial, and executive stakeholders.</li> <li data-section-id="1s457z5" data-start="5439" data-end="5572">Familiarity with consultative sales methodologies such as MEDDICC, Challenger, SPIN, Command of the Message, or similar frameworks.</li> <li data-section-id="1aupr5m" data-start="5573" data-end="5657">Strong presentation, communication, negotiation, and relationship-building skills.</li> <li data-section-id="ix5t1f" data-start="5658" data-end="5810">Comfort selling in a remote-first environment, including virtual discovery, product conversations, stakeholder alignment, and executive conversations.</li> <li data-section-id="1qzowe6" data-start="5811" data-end="5927">Strong territory planning, account prioritization, qualification, forecasting, and pipeline management discipline.</li> <li data-section-id="13b00o2" data-start="5928" data-end="6057">Ability to rapidly learn, synthesize, and apply new technical, market, and customer information across evolving sales contexts.</li> </ul> <h2>Nice to Have: </h2> <ul> <li>Experience selling requirements management, traceability, systems engineering, ALM, PLM, QMS, digital thread, engineering lifecycle, test management, compliance, quality, or risk management solutions.</li> <li>Experience selling technical, AI-enabled, automation, supply chain, logistics, asset management, enterprise operations, industrial software, digital transformation, or workflow-oriented platforms.</li> <li>Experience selling into energy, oil and gas, construction, architecture, infrastructure, industrial manufacturing, utilities, transportation, EPC, capital projects, or other complex technical markets.</li> <li>Experience selling into organizations with complex engineering, operational, regulatory, safety, compliance, documentation, or cross-functional coordination requirements.</li> <li>Experience partnering closely with Solutions Engineering, Product, Customer Success, Marketing, and Sales Development teams.</li> <li>Prior experience with Jama Connect or adjacent platforms supporting requirements, traceability, product development, engineering, quality, or systems alignment.</li> </ul> <h2>Perks and Benefits: </h2> <ul> <li data-leveltext="" data-font="Symbol" data-listid="1" data-list-defn-props="{"335552541":1,"335559684":-2,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="1" data-aria-level="1">Virtual first and culturally diverse work environment spanning 8 countries. </li> <li data-leveltext="" data-font="Symbol" data-listid="1" data-list-defn-props="{"335552541":1,"335559684":-2,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="2" data-aria-level="1">Ambitious and fun work with a chance to define distinct, company-shaping tangible contributions. </li> <li data-leveltext="" data-font="Symbol" data-listid="1" data-list-defn-props="{"335552541":1,"335559684":-2,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="3" data-aria-level="1">Flexible time off and leave programs crafted to meet the needs for your rejuvenation and extra support to cope with life events with a quarterly $75 wellness reimbursement. </li> <li data-leveltext="" data-font="Symbol" data-listid="1" data-list-defn-props="{"335552541":1,"335559684":-2,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="4" data-aria-level="1">Comprehensive and affordable medical, dental and vision plans with pre-tax savings accounts and a generous 401(k) employer match.</li> <li data-leveltext="" data-font="Symbol" data-listid="1" data-list-defn-props="{"335552541":1,"335559684":-2,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="4" data-aria-level="1">6+ weeks of paid parental leave to bond with your new family member.</li> <li data-leveltext="" data-font="Symbol" data-listid="1" data-list-defn-props="{"335552541":1,"335559684":-2,"335559685":720,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-aria-posinset="4" data-aria-level="1">Emphasis on learning and development at all levels with a subscription to LinkedIn Learning. </li> </ul> At Jama Software, we welcome passionate individuals who have the unrestricted right to work in the United States, including natural citizens and Green Card holders, and reside in eligible states to join our team. Jama Software participates in E-Verify and will provide the federal government with your Form I-9. <div class="content-conclusion">If you get to this point, we hope you're feeling excited about the job you just read. Even if you don't feel that you meet every single requirement, we still encourage you to apply. We're eager to meet people that believe in Jama Software’s mission and can contribute to our team in a variety of ways – not just candidates who check all the boxes.  Jama Software is an Equal Opportunity Employer. Qualified applicants will be considered without regard to any characteristic protected under federal, state, or applicable law.  We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us at <a href="mailto:[email protected]">[email protected]</a> to request an accommodation.</div>

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