Senior Account Executive, Growth Markets

Responsibilities

• Drive new and expansion revenue for Jama's Growth Markets throughout North America and Europe.
• 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.
• Identify, engage, and develop high-potential accounts where Jama Connect can deliver meaningful value.
• Build qualified pipeline through targeted outbound prospecting, account research, referral development, events, and cross-functional collaboration.
• Educate prospective buyers on the value of requirements management, traceability, risk reduction, workflow alignment, and improved execution.
• Lead consultative sales cycles with technical, operational, commercial, and executive stakeholders.
• Develop tailored account strategies that connect customer pain, business risk, operational complexity, and Jama's platform value.
• Maintain strong pipeline discipline, forecast accuracy, qualification rigor, and opportunity hygiene.
• Share market intelligence, buyer feedback, objections, and repeatable use cases to help strengthen Jama's Growth Markets strategy.

Requirements

• 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.
• Proven success selling complex solutions through consultative, value-based sales motions.
• Experience selling technical software, engineering workflow solutions, requirements management, systems engineering, PLM, ALM, QMS, digital thread, workflow automation, or similarly complex enterprise platforms.
• 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.
• 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.
• Strong discovery skills, including the ability to uncover operational pain, business risk, process gaps, stakeholder misalignment, technical complexity, or execution challenges.
• Ability to build a compelling business case and create urgency with technical, operational, financial, and executive stakeholders.
• Familiarity with consultative sales methodologies such as MEDDICC, Challenger, SPIN, Command of the Message, or similar frameworks.
• Strong presentation, communication, negotiation, and relationship-building skills.
• Comfort selling in a remote-first environment, including virtual discovery, product conversations, stakeholder alignment, and executive conversations.
• Strong territory planning, account prioritization, qualification, forecasting, and pipeline management discipline.
• Ability to rapidly learn, synthesize, and apply new technical, market, and customer information across evolving sales contexts.
• Experience selling requirements management, traceability, systems engineering, ALM, PLM, QMS, digital thread, engineering lifecycle, test management, compliance, quality, or risk management solutions.
• Experience selling technical, AI-enabled, automation, supply chain, logistics, asset management, enterprise operations, industrial software, digital transformation, or workflow-oriented platforms.
• Experience selling into energy, oil and gas,

Benefits

Additional Information

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. 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.

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