Jama Software
Senior Account Executive, Growth Markets
Remote - US · Senior
Sponsorship not specifiedDetected 6 days ago
SalesAccount ManagementPipeline ManagementNegotiationOutbound SalesForecastingSystems EngineeringRoboticsMedical DevicesResearchCommunication
About the role
- We're seeking a high-impact, strategic Senior Account Executive to join our Growth Markets team, with a focus on expanding Jama's presence across AEC, rail, transit, infrastructure delivery, EPC, and capital-project environments.
- Are you energized by the challenge of opening new markets, educating sophisticated buyers, and helping organizations rethink how complex projects are defined, aligned, and delivered?
- Do you bring a strong background working with and advising key stakeholders across AEC, rail, transit, infrastructure delivery, public-sector transportation, or similarly complex engineering-led project environments?
Responsibilities
- Drive new and expansion revenue for Jama's Growth Markets throughout North America and Europe.
- 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.
- 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.
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 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.
- Familiarity with consultative sales methodologies such as MEDDICC, Challenger, SPIN, Command of the Message, or similar frameworks.
- Ability to rapidly learn, synthesize, and apply new technical, market, and customer information across evolving sales contexts.
Nice to have
- Prior experience with Jama Connect or adjacent requirements, traceability, ALM, PLM, systems engineering, or digital thread platforms
- Experience using AI-enabled tools or workflows to improve account research, prospecting, discovery preparation, personalization, business-case development, or sales productivity
- Formal training or certification in consultative sales methodologies such as MEDDICC, MEDDPICC, Challenger, Command of the Message, or similar frameworks
- Virtual first and culturally diverse work environment spanning 8 countries.
- Ambitious and fun work with a chance to define distinct, company-shaping tangible contributions.
Skills
- Jama Software® is focused on maximizing innovation success in multidisciplinary engineering organizations.
- Strong presentation, communication, negotiation, and relationship-building skills.
Benefits
- 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.
- Comprehensive and affordable medical, dental and vision plans with pre-tax savings accounts and a generous 401(k) employer match.
- 6+ weeks of paid parental leave to bond with your new family member.
- Emphasis on learning and development at all levels with a subscription
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This listing is sourced directly from Jama Software's careers page and normalized into a canonical job model.