Job Description

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.

What You'll Do:

• 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.

What You'll Bring:

• 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 to enterprise or strategic accounts through consultative, value-based sales motions.
• Demonstrated ability to generate pipeline, develop territory strategy, and convert new or expanding account opportunities in growth-market segments.
• Experience educating buyers on technology value in markets where the problem may be real before the solution category is fully understood.
• Strong discovery skills, including the ability to uncover operational pain, business risk, process gaps, stakeholder misalignment, or execution challenges.
• Ability to build a compelling business case and create urgency with technical, operational, financial, and executive stakeholders.
• Strong presentation, communication, negotiation, and relationship-building skills.
• Comfort selling in a remote-first environment, including virtual discovery, product demonstrations, stakeholder alignment, and executive conversations.
• Strong territory planning, account prioritization, qualification, forecasting, and pipeline management discipline.
• Ability to quickly understand new products, markets, buyer challenges, and use cases, and effectively translate that learning into account strategies and customer conversions.

Nice to Have:

• 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, construction, architecture, infrastructure, industrial manufacturing, utilities, transportation, EPC, capital projects, or other complex technical markets.
• Experience selling into organizations with complex engineering, operational, regulatory, safety, compliance, documentation, or cross-functional coordination requirements.
• Experience partnering closely with Solutions Engineering, Product, Customer Success, Marketing, and Sales Development teams.
• Prior experience with Jama Connect or adjacent platforms supporting requirements, traceability, product development, engineering, quality, or systems alignment.

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.