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 underst…