Role Description The Senior Account Executive is an essential member of the go-to-market team and is responsible for leading the full sales lifecycle from prospect to close. The Senior Account Executive models a value-based, consultative selling approach; establishing trust in multiple parts (product teams, IT, finance, etc.) and the C-level/Executive Sponsors within an organization. Furthermore, the Senior Account Executive: - Prospects and partners with internal resources – Sales Development, Customer Success, and Marketing to connect with key partners to help drive new outbound business opportunities. - Contributes to our growth as a company. - Measures success in revenue and the ability to take a strategic and creative 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 properly position the value of Jama Connect to prospective customers on an individual basis. - Manage new business and expansion accounts, and identify top individual prospects for targeted outbound efforts. - Maintain a consistently high level of outbound effort in a remote-first environment. - Gather & analyze intelligence about the market, identifying trends about key prospects. - Participate in regular planning, strategy, and training meetings with our horizontal industry team. - Model good sales practices and maintain accurate opportunity records. - Analyze and interpret pipeline data, identifying trends to more accurately predict deal cycles. - Other duties as assigned. Qualifications - Ability to be strategic in territory to unearth suitable opportunities for Jama Software. - Excellent listener who understands and relates to highly sophisticated customer challenges and business problems. - Able to demonstrate examples and success stories for how Jama has solved similar challenges, leading to positive outcomes. - Use of reference stories and industry standard methodologies to show how Jama can improve operational results. - Ability to effectively use their network to gain access to key partners. - Can build a case for change, influencing executives to transform their business. - Understanding of the complexity of problems facing enterprise level customers. - Effectively utilize internal resources to improve territory and opportunities. - Ability to lead customer through the sales process, building a Customer Engagement Plan. - Model tenacious behavior in the face of obstacles and achieves positive outcomes. - Intelligently manages time and territory to improve business results. - Experience in the Automotive industry. - 5+ years of proven experience with enterprise level sales. - Experience selling to an organization at multiple levels (C-suite/Executive Sponsor) and multiple divisions (product, marketing, IT, etc.). - Systems Engineering/Application Lifecycle Management market knowledge. - Ability to develop a coach/champion within customer account. - Track record of quota and goal achievement. - Proven track record of developing a mentor/champion within customer account. Nice to Have - Systems Engineering/ALM/PLM/RM experience. 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. - Extra support to cope with life events with a quarterly €75 wellness reimbursement. - Emphasis on learning and development at all levels with a subscription to LinkedIn Learning.

• Qualifying leads in the industrial sector • Outbound sales: initial telephone outreach to production managers, plant managers, and C-level executives • Scheduling sales calls with our expert team

• Create and execute a tailored plan to achieve corporate objectives within new and existing client accounts • Manage the full sales cycle from prospecting through deal closure • Partner closely with Solutions Engineering, Sales Operations, Legal, Customer Success • Deliver compelling product demonstrations to prospective customers • Stay informed on competitor offerings, industry trends, and product innovation • Foster strong, clear communication with management, customers, partners, and internal teams • Accurately forecast pipeline activity and successfully close new business • Drive new subscription revenue by building and managing a robust pipeline • Travel as needed within the DACH region to support sales efforts

• Hit revenue targets by closing new business and expanding existing accounts through up-sells and cross-sells. • Build and manage pipeline by proactively sourcing leads, qualifying prospects, and managing deals from first touch to close. • Develop executive relationships with key stakeholders, establishing trust and credibility that supports long-term growth. • Partner cross-functionally to shape and strengthen sales strategy, refine messaging, and ensure alignment with company goals.