Senior Account Executive, Growth Markets

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. About the Role: We’re seeking a high-impact, strategic Senior Account Executive to join our Growth Markets team, with a focus on expanding Jama’s presence across AEC, rail, transit, infrastructure delivery, EPC, and capital-project environments. Are you energized by the challenge of opening new markets, educating sophisticated buyers, and helping organizations rethink how complex projects are defined, aligned, and delivered? Do you bring a strong background working with and advising key stakeholders across AEC, rail, transit, infrastructure delivery, public-sector transportation, or similarly complex engineering-led project environments? If you’re excited by market expansion, new revenue creation, and the opportunity to make a meaningful impact by bringing a proven platform into a new market, 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 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. 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 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. Nice to Have 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 Perks & 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