Account Executive

Account Executive at Jama Software

Jama Software is dedicated to empowering innovation in complex, multidisciplinary engineering organizations. Leading companies in fields from fuel cells to surgical robotics rely on Jama Connect requirements management software to mitigate risks like defects, rework, cost overruns, and recalls. By providing Live Traceability across various tools, Jama Connect helps engineering teams intelligently manage their development process and achieve measurable improvements.

Our rapidly expanding customer base spans a wide array of industries, including automotive, medical device, life sciences, semiconductor, aerospace & defense, industrial manufacturing, consumer electronics, financial services, and insurance.

We are seeking an Account Executive to manage the entire sales lifecycle, from initial prospecting to deal closure. This role demands a value-based, consultative selling approach, requiring you to build strong relationships across various departments (product teams, IT, finance) and with C-level/Executive Sponsors within client organizations. As an Account Executive, you will actively prospect, collaborate with internal teams like Sales Development, Customer Success, and Marketing, and leverage your network to connect with key stakeholders. Your ability to build trust and advocate for change will be crucial in influencing executives to transform their businesses. You will need to understand the complex challenges faced by enterprise-level customers, using ROI/TCO tools to craft compelling value propositions that drive the sale of Jama Software.

As a Jama Software Account Executive, you will lead a remote-first sales motion within our Industrial and Consumer Electronics (ICE) vertical, which is our largest industry domain. This critical role within our Go-To-Market Team is responsible for driving new logo engagements and business expansion through a complex, full sales cycle. You are expected to bring a strategic and thoughtful approach to business development.

What You'll Do:

• Raise awareness and generate interest for Jama Connect through targeted emails, video recordings, cold calling, and social outreach to prospective customers.
• Own the message and effectively position the value of Jama Connect to prospective customers on an individual basis.
• Manage your own book of new business and expansion accounts, identifying top individual prospects for targeted outbound efforts.
• Schedule initial discovery calls for Account Executives and Sales Leads.
• Map accounts to identify key decision-makers and influencers.
• Participate in regular planning, strategy, and training meetings with our medical & life science vertical team.

What You'll Bring:

• 2-4+ years of experience with enterprise-level sales.
• Ability to maximize modern prospecting tools such as Salesloft, Salesforce, Sales Navigator, Chorus, Vidyard, Highspot, Crunchbase Pro, Zoominfo intent data, and UserGems.
• A high degree of resilience, enabling you to learn and grow from every opportunity.
• Comfort and confidence when presenting over Zoom or through video recordings.
• Natural curiosity and a keen interest in advancing technology.
• Eagerness to leverage all available learning and development opportunities.
• A self-starter mentality, ready to own your territory.
• Excellent written communication skills.
• Extremely coachable and eager to receive and implement feedback.

Nice to Have:

• Experience working with technical or engineering-focused industries or applications.
• Experience in the Industrial and Consumer Electronics (ICE) vertical.

Perks and Benefits:

• Virtual-first and culturally diverse work environment spanning 8 countries.
• Ambitious and enjoyable work with opportunities to make distinct, company-shaping tangible contributions.
• Emphasis on learning and development at all levels, including a subscription to LinkedIn Learning.

At Jama Software, we welcome passionate individuals who have the unrestricted right to work in the country you live in and reside in eligible countries to join our team. We encourage all interested candidates to apply, even if you don't meet every single requirement, as we value diverse contributions and belief in our mission.

Key skills/competency:

• Enterprise Sales
• Sales Lifecycle Management
• Consultative Selling
• C-level Engagement
• Value Proposition Development
• Prospecting
• CRM (Salesforce)
• Sales Enablement Tools
• Business Development
• Client Relationship Management