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 join their Growth Markets team, focusing on expanding Jama’s presence across complex engineering-led project environments. The role involves driving revenue, engaging high-potential accounts, and educating buyers on the value of requirements management.

Responsibilities:

• Drive new and expansion revenue for Jama’s Growth Markets throughout North America and Europe
• Expand Jama’s footprint across AEC, rail, transit, infrastructure delivery, EPC, capital projects, public-sector transportation agencies, and other complex product engineering environments
• 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
• Translate AEC, rail, transit, and infrastructure delivery challenges into clear business cases for stronger requirements management, traceability, systems engineering discipline, and cross-functional alignment
• 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 AEC, Rail, and Infrastructure growth 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 through consultative, value-based sales motions
• Experience selling technical software, engineering workflow solutions, requirements management, systems engineering, PLM, ALM, QMS, digital thread, verification / validation, workflow automation, or other complex enterprise platforms
• Demonstrated success selling into AEC, rail, transit, infrastructure delivery, EPC, capital projects, public-sector infrastructure, transportation agencies, or complex product engineering environments
• 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
• Ability to build a compelling business case and create urgency with technical, operational, financial, and executive stakeholders
• Familiarity with consultative sales methodologies such as MEDDICC, Challenger, SPIN, Command of the Message, or similar frameworks
• Strong presentation, communication, negotiation, and relationship-building skills
• Comfort selling in a remote-first environment, including virtual discovery, product conversations, stakeholder alignment, and executive conversations
• Strong territory planning, account prioritization, qualification, forecasting, and pipeline management discipline
• Ability to rapidly learn, synthesize, and apply new technical, market, and customer information across evolving sales contexts
• Prior experience with Jama Connect or adjacent requirements, traceability, ALM, PLM, systems engineering, or digital thread platforms
• Experience working with systems assurance, verification / validation, design assurance, compliance, quality, or engineering governance use cases
• 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