[Hiring] Senior Account Executive @Jama Software

Role Description

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.

Qualifications

• 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.

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.