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.
The Senior Account Executive plays a critical role on the go-to-market team, overseeing the full sales lifecycle from prospecting through close. This position applies a value-based, consultative sales approach to cultivate trusted relationships with stakeholders across product, IT, finance, and executive leadership. In close partnership with Sales Development, Customer Success, and Marketing, the Senior Account Executive identifies and engages key contacts to create new outbound business opportunities and drive company growth. Success in this role is defined by strong revenue performance, strategic business development, and the ability to bring creativity and discipline to complex sales opportunities.
What You'll Do:
- Generate awareness and qualified interest in Jama Connect through targeted email outreach, personalized video messages, cold calling, and social engagement with prospective customers
- Customize messaging to clearly articulate Jama Connect’s value based on each prospect’s business needs, priorities, and buying context.
- Manage new business and expansion opportunities by prioritizing high-potential accounts and executing targeted outbound engagement strategies.
- Maintain consistent outbound activity and disciplined follow-up in a remote-first sales environment.
- Gather and analyze market intelligence to identify prospect trends, emerging needs, and opportunities for targeted outreach.
- Participate in regular planning, strategy, and training meetings with the industry team to align priorities and strengthen sales execution.
- Model effective sales practices, maintain accurate opportunity records, and support consistent pipeline hygiene.
- Analyze pipeline data to identify trends, improve forecast accuracy, and support more effective deal-cycle management.
- Perform other duties as assigned.
What You'll Bring:
- Demonstrated history of developing strategic territory plans that uncover qualified opportunities for Jama Software.
- Proven ability to listen effectively, understand complex customer challenges, and connect customer needs to relevant Jama success stories and outcomes.
- Strong experience applying reference stories and industry best practices to show how Jama can improve operational results.
- Established success leveraging professional networks to reach key stakeholders, build a compelling case for change, influence executive decisions, and support successful deal closure.
- Demonstrated expertise assessing complex enterprise challenges and translating them into clear, actionable solutions supported by Jama Software and related services.
- Proven success partnering with internal teams to strengthen territory strategy and advance opportunities.
- Experience guiding customers through the sales process and developing Customer Engagement Plans that outline the steps needed for a successful close.
- Track record of resilience and persistence in overcoming obstacles and delivering positive outcomes.
- Strong capability to manage time and territory effectively to drive business results.
- 5+ years of proven enterprise sales experience.
- Experience selling across multiple organizational levels, including C-suite or executive sponsors, and across functions such as product, marketing, and IT.
- Knowledge of Systems Engineering and Application Lifecycle Management markets.
- Track record of achieving quotas and goals.
- Proven track record of developing mentors or champions within customer accounts.
Nice to Have:
- Experience with Systems Engineering, ALM, PLM, or RM.
- Experience in one or more of the following verticals: Aerospace and Defense, Medical Device and Life Sciences, Automotive and Semiconductor, Industrial Consumer Electronics, or SoftTech.
Perks and Benefits:
- Virtual first and culturally diverse work environment spanning 8 countries.
- Ambitious and fun work with a chance to define distinct, company-shaping tangible contributions.
- 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 to LinkedIn Learning.
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.
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 recruiting@jamasoftware.com to request an accommodation.
