Account Executive - Pacific Northwest Territory

*This position is open to current JMP employees only

 

JMP, a subsidiary of SAS, is committed to empowering scientists and engineers via our world-class family of statistical software products. For over 35 years, JMP has enabled customers to speed new drugs to market, to design better products and processes, and to figure out how to restore ecosystems. Advancements are made when brilliant people use JMP statistical discovery software to see what they’ve not seen before. If you are a problem solver, a connector, and someone who enjoys helping others, then you might just be the next person to join this dynamic, growing, and global team.

 

The Opportunity

We are seeking results driven Account Executive to own a defined geographic territory and deliver year-over-year growth. In this role, you will balance new logo acquisition with expansion of existing accounts, positioning JMP as the platform of choice for enterprise innovation. You will partner with a Systems Engineer to craft solutions that solve critical business challenges, expand adoption across functions and sites and deliver measurable business impact.

 

What Success Looks Like

• Consistently exceed targets: Deliver sustained performance through new customer acquisition and existing account expansion supported by accurate forecasting and high-quality pipeline with momentum flow throughout the year.  
• Executive Relationships: Build trusted, long-term partnerships with senior leaders to influence strategy and grow JMP’s footprint.
• Land to expand: Transform initial wins to enterprise-wide adoption across functions and divisions.
• High quality, high velocity deals: Drive stronger win rates with rigorous qualification, multi-threaded engagement and compelling business cases.

What You’ll Do – Pacific Northwest Territory

• Territory Ownership: Manage a portfolio of geographically based accounts, spanning Large Cap, Mid Cap and Small Cap organizations with a stronger emphasis on in person meetings, frequent travel.  
• New Customer Acquisition: Identify, qualify and close new opportunities that expand JMP’s customer base.
• Expand Existing Accounts: Grow contracted customers through cross-sell, upsell, and strategic account planning.
• Build a Winning Territory Plan: Target high-growth accounts with clear business objectives to drive both initial entry and sustained expansion.
• Account Plan: In depth Account Planning on top 5 accounts
• Engage at Every Level: Lead executive meetings and workshops to advance opportunities and strengthen relationships.
• Win top down and bottom up: Secure executive sponsorship while scaling adoption across divisions, functions and sites
• Collaborate: Collaborate with cross-functional teams (Field Marketing, User Enablement, Product Marketing, Business Operations) to accelerate success.
• Operate with Discipline: Maintain Salesforce accuracy, compliance with pricing, policy and approval matrix and provide clear monthly commitment with risk assessments.
• Elevate The Team: capture and share insights, refine strategies, and contribute to a culture of continuous improvement

What You Bring

• A proven record of acquiring new logos and expanding existing accounts.
• Strong executive presence and ability to engage senior decision makers.
• Experience managing geographically defined territory and diverse account sizes.
• Mastery of account planning and qualification methodologies (MEDDICC or similar).
• Strong commercial acumen in pricing, deal structure, approvals and principled negotiations with a JMP First mindset.
• Operational discipline in pipeline management, forecasting and deal strategy documentation.
• Bonus: familiarity with analytics, engineering, manufacturing or quality domains.

More About the Role

• Segment: Geographic Accounts – Large Cap, Mid Cap and Small Cap organizations with a strong land-and-expand focus.
• Structure: Individual contributor with shared Systems Engineer (2 AEs share a Systems Engineer); Account Executive is responsible for acquisition and expansion, collaborating with Business Ops/Legal on renewals.
• Work Style: Hybrid/remote; travel ~25% - 35% for executive sales meetings, workshops, and face-to-face meetings.
• Emphasis: Executive presence, in-depth account planning for top-ti