Senior Account Executive, Growth Markets

Jama Software is focused on maximizing innovation success in multidisciplinary engineering organizations. They are seeking a high-impact, strategic Senior Account Executive to drive new and expansion revenue for Jama’s Growth Markets throughout North America and Europe, while educating prospective buyers on the value of requirements management and consultative sales cycles.

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 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
• 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