Account Manager, Industry and Academia - Arlington, Virginia,

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,…