Inside Sales Representative

The Inside Sales Representative (ISR) leverages a value-based, consultative selling approach; building rapport into multiple parts (product teams, engineering, IT, finance, etc.) and the C-level/Executive Sponsors within an organization. The ISR teams with an Account Executive(s) to achieve territory goals. The ISR also partners with internal Jama resources – Solution Architects, Customer Success, and Marketing — and gains access to key customer stakeholders; garnering trust to build a case for change and influencing decision-makers to transform the way their teams work. The ISR understands the problems faced by organizations that design & produce complex products and leverages selling tools & techniques to build a strong value proposition that will result in the sale of Jama Software.

As an Inside Sales Representative, you will be a versatile extension of your Strategic Account Executive Partner. Enabling efficiency and pipeline development leading to territory booking goal attainment covering Europe, Middle East and Africa (EMEA).

You will team with Strategic Account Executives and will report to the Director of Sales (Europe). You will also receive coaching and guidance from the Director of Sales Development and the Sales Enablement Manager to support your success. This role is likely to grow into a Sales Associate role working with Account Executives and closing small to mid-level deals in time. The first six months will be inbound/outbound pipeline development.

Work Hours:



Office in Haarlem, The Netherlands

About the company:

Jama Software provides the leading platform for requirements, risk and test management. With Jama Connect and industry-focused services, teams building complex products, systems and software improve cycle times, increase quality, reduce rework and minimize effort proving compliance. Representing the forefront of modern development, Jama’s growing customer base of more than 600 organizations includes SpaceX, Boston Scientific, Lyft, Deloitte, Alight, Samsung and Caterpillar.

  • Experience working in a dynamic, fast-paced, innovative industry and rapidly growing company
  • A position where you will have immediate and direct impact on Company success across Europe
  • Cross-cultural opportunity to work regularly with colleagues in the United States
  • A working environment that will offer development and challenge


  • Work with Strategic Account Executive(s) to define & execute a sales strategy within the DACH Territory; delivering on Jama’s broader market strategy to target the right customers
  • Effectively prospect, qualify, develop new logo customers
  • Conduct outbound prospecting using industry-leading tools and methodologies to successfully secure appointments within target organizations
  • Qualify Marketing-generated inbound leads; determining the potential alignment for Jama and validating/positioning the need for our solution and its associated benefits
  • Balance a variety of prospecting selling techniques from email and phone to direct customer interaction; successfully navigating through highly complex organizations, hunting and identifying key decision makers
  • Conduct and deliver discovery sessions, presentations and high-level demonstrations of Jama via phone, web meeting, and in-person meetings
  • Consistently meets and exceeds monthly, quarterly and annual goals and quota targets
  • Work with team to develop account plans
  • Capture and track all relevant activity and account data in including but not limited to: Identifying target contacts, target accounts, logging email and phone, capturing meeting notes and logging prospecting and meeting activity
  • Represent Jama Software at select industry events


  • Bachelor’s degree or equivalent work experience
  • 2 + years of sales experience
  • Experience selling Software / SAAS solutions
  • Experience selling into system engineering/IT disciplines where business transformation and change is needed
  • Language: fluent in English and German (native German speaker preferred)
  • Must reside in Amsterdam, Netherlands (Office located in Haarlem)
  • Track record of quota and goal achievement
  • Knowledge of sales methodology, forecasting and pipeline management
  • Ability to identify target roles/personas within a target account
  • Experience selling into complex organizations using both, ‘top-down’ and ‘bottom-up’ approach
  • Exceptional phone and communication skills with the ability to sell at decision-making levels and close deals over the phone
  • Strong interpersonal skills that must be complemented by excellent verbal and written communication skills; along with presentation and analytical skills
  • Experience with, and excitement about, working as an independent self-starter who thrives in a dynamic fast-paced environment
  • Drives for results, overcomes objections, and closes deals
  • Excellent listener who understands and relates to highly complex customer challenges and business problems
  • Team Player
  • Systems Engineering/Application Lifecycle Management market experience preferred

Essential Competencies

  • Drives value creation:
    o Uses reference stories and industry best practices to show how Jama can improve operational results and a build a case for business transformation
    o Listens, understands, and interprets unique customer challenges and opportunities
    o Effectively leverages ROI/TCO tools to build a strong value proposition
  • Creates opportunities:
    o Strategically attacks the territory in order to unearth suitable opportunities for Jama
    o Gathers & analyzes intelligence about the market, identifying trends about key prospects
    o Sells into an organization at multiple levels (C-suite/Executive Sponsor) as well as multiple organizations (product, marketing, IT, etc.), leveraging relationships
  • Champions change:
    o Effectively uses customer contacts to gain access to key stakeholders
    o Can build a value-based case for change
    o Understands the complexity of problems facing the market, decomposing into simple and actionable components through successful implementation of Jama Software and our services
    o Influences the customer to change the way they work
  • Manages sales opportunities:
    o Models good sales discipline, maintains accurate opportunity records
    o Is able to bring key stakeholders together to build rapport and close deals
    o Plans for objections, navigates them, and successfully negotiate deals
    o Effectively utilize internal resources to maximize territory and opportunities
    o Lead customer through the entire sales process, from prospect to close
  • Drives for results:
    o Models tenacious behavior in the face of obstacles and achieves positive outcomes
    o Seeks to win, achieve set goals, and exceed quota
    o Intelligently manages time and territory to maximize business results

Is this you?

Please e-mail your application (CV and motivation letter) to ultimately May 24th 2019

If you have questions regarding this role, please do not hesitate to contact Annerieke Schmidt by phone (+31 6 15 14 02 51) or via email (please see above).