Account Manager, Industry and Academia - Arlington, Virginia, United States

Janes provides trusted open-source defense intelligence and data that helps military, government, aerospace, defense, security, and academic organizations make confident decisions. Through digital platforms, data integrations, and expert analysis, Janes turns complex information into clear, actionable insight. Our subscription-based solutions include data-as-a-service integrations, online platforms, and offline capabilities. Customers use Janes to discover, connect, analyze, and apply one of the world’s largest collections of unclassified defense data, intelligence, and news. As Janes expands across the United States and the Americas, we are strengthening our position as the preferred source of global foundational military intelligence and defense budget data for commercial and academic customers. Job purpose: The Senior Sales Associate – Industry and Academia is responsible for growing revenue across an assigned portfolio of aerospace and defense companies, academic institutions, and other commercial organizations. You will retain and expand existing accounts, develop qualified new-business opportunities, and execute a focused go-to-market plan for the United States and broader Americas region. Reporting to the Vice President of Sales, you will own the full sales cycle for your portfolio—from prospecting and discovery through proposal, negotiation, close, renewal, and expansion. Success requires disciplined pipeline management, accurate forecasting, and close collaboration with internal teams to deliver measurable customer value. How you will contribute at Janes: Own and grow an assigned portfolio of industry and academic accounts, with clear plans for retention, expansion, and new business. Identify and engage decision-makers, influencers, and end users across aerospace and defense companies, research institutions, and universities. Build qualified pipeline through targeted prospecting, account development, referrals, events, and coordinated campaigns with marketing and business development teams. Lead customer discovery to understand mission, research, operational, and commercial needs; translate those needs into relevant Janes solutions and value propositions. Manage opportunities through the full sales process, including qualification, solution alignment, proposals, negotiations, contracting, and close. Develop account plans and customer engagement strategies that increase adoption, demonstrate value, and support year-over-year revenue growth. Partner with Customer Success, Customer Care, Sales Operations, Legal, Product, and Marketing to deliver a consistent customer experience and resolve barriers to growth. Maintain complete and accurate opportunity, activity, and account data in Salesforce; provide reliable forecasts and clearly communicate risks, next steps, and support needs. Manage near-term revenue priorities while building a sustainable pipeline for future growth across the Industry and Academia segment. The ideal skills and experience for this role are: Five or more years of quota-carrying B2B sales experience, with a record of meeting targets and closing complex deals. Experience selling subscription data, software, business intelligence, technology, or professional services. Demonstrated ability to build relationships with mid- and senior-level decision-makers and manage multiple stakeholders through a sales process. Experience developing pipeline, managing renewals, and expanding existing accounts. Strong discovery, presentation, negotiation, written communication, and executive communication skills. Structured approach to account planning, opportunity qualification, forecasting, and sales execution. Working proficiency with Salesforce or a comparable CRM, plus Microsoft Excel, Word, and PowerPoint. Ability to collaborate across functions and manage competing priorities in a fast-moving environment. Preferred Qualifications Experience selling to aerospace and defense companies, government contractors, universities, research institutions, or organizations supporting national security missions. Familiarity with defense intelligence, open-source intelligence, data-as-a-service, or research information products. Experience using sales enablement and prospecting tools such as HubSpot, generative AI tools, or similar platforms. 20 days vacation 9 days flexible time off 12 paid holidays Paid parental leave Health insurance (medical, dental and vision) 401k retirement plan with company match and immediate vesting Company paid life and disability insurance Healthy Half Volunteering time Weekly fresh fruit delivery Learning & Development opportunities (LinkedIn Learning, Mentoring) Salary Range: Base salary range: $75,000 - $120,000 per year Compensation at Janes is determined by factors such as job responsibilities, education, certifications, experience, skills, internal and external equity, clearance level (if applicable), market data, organizational requirements, applicable employment laws, and location. Additional compensation may include an annual bonus or monthly commission, subject to the terms of these plans. Janes is an Equal Opportunity Employer-Veterans/Disabled. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status. This position is classified as Exempt under the Fair Labor Standards Act (FLSA). Life at Janes We believe Janes is truly a great place to work. Our values and leadership code drive everything we do, and we understand that the right behaviours and culture will always result in the best outcomes for our customers, our colleagues, our shareholders, and our business. We provide a supportive, stretching, and dynamic environment with the ability for you to grow rapidly, both personally and professionally. Janes is an inclusive and equal opportunities employer and encourages applications regardless of age, race, disability, religion / belief, sexual orientation, gender reassignment, marriage or civil partnership, pregnancy/maternity, or gender. Although this role is advertised as full time, Janes believed that flexibility at work can provide many significant benefits both to our colleagues and the business. We already work in a hybrid style across all offices and regions and can support different ways of working and offer different flexible working arrangements. So, if you are interested and have any requirements or needs in the way you would like to work, you can discuss this with us. We will always consider part time or flexible applications. #J-18808-Ljbffr