Account Manager, Industry and Academia

Janes•Arlington, VA

6d•Hybrid

About The Position

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 in the United States and broader Americas region. The role focuses on retaining and expanding existing accounts, developing qualified new-business opportunities, and executing a focused go-to-market plan. Reporting to the Vice President of Sales, the role owns the full sales cycle, from prospecting and discovery through proposals, negotiation, closing, renewals, and expansion. Success requires disciplined pipeline management, accurate forecasting, and collaboration with internal teams to deliver measurable customer value.

Requirements

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.
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.

Nice To Haves

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.

Responsibilities

Own and grow an assigned portfolio of industry and academic accounts, with 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 and translate mission, research, operational, and commercial needs into relevant Janes solutions and value propositions.
Manage opportunities through 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 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.