{"id":3689865,"url":"https://alion.io/job/default-account-manager-industry-and-academia","title":"Account Manager, Industry and Academia","company":{"id":34244,"name":"Default","domain":"janes.com","url":"https://alion.io/company/default-com","size_band":"201-500","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Greenhouse","truth_index":null},"role":"Marketing","role_family":"Marketing","seniority":"senior","employment_type":"full_time","work_mode":"hybrid","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Arlington, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":{"min":75000,"max":120000,"currency":"USD","period":"year","gross":null,"usd_annual":120000},"salary_estimate":null,"experience_years_min":5,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Microsoft Excel","optional":false},{"name":"Salesforce","optional":false},{"name":"HubSpot","optional":true},{"name":"LinkedIn","optional":true}],"status":"live","first_seen_at":"2026-11-03T11:20:36Z","employer_posted_date":"2026-11-03","last_verified_at":"2026-11-05T17:23:42Z","board_verified":true,"closed_at":null,"days_open":2,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":2},"description":"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.\nOur 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. \nAs 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.\nJob purpose: \nThe 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.\nReporting 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.\nHow you will contribute at Janes: \nOwn and grow an assigned portfolio of industry and academic accounts, with clear plans for retention, expansion, and new business.\nIdentify and engage decision-makers, influencers, and end users across aerospace and defense companies, research institutions, and universities.\nBuild qualified pipeline through targeted prospecting, account development, referrals, events, and coordinated campaigns with marketing and business development teams.\nLead customer discovery to understand mission, research, operational, and commercial needs; translate those needs into relevant Janes solutions and value propositions.\nManage opportunities through the full sales process, including qualification, solution alignment, proposals, negotiations, contracting, and close.\nDevelop account plans and customer engagement strategies that increase adoption, demonstrate value, and support year-over-year revenue growth.\nPartner with Customer Success, Customer Care, Sales Operations, Legal, Product, and Marketing to deliver a consistent customer experience and resolve barriers to growth.\nMaintain complete and accurate opportunity, activity, and account data in Salesforce; provide reliable forecasts and clearly communicate risks, next steps, and support needs.\nManage near-term revenue priorities while building a sustainable pipeline for future growth across the Industry and Academia segment.\nThe ideal skills and experience for this role are: \nFive or more years of quota-carrying B2B sales experience, with a record of meeting targets and closing complex deals.\nExperience selling subscription data, software, business intelligence, technology, or professional services.\nDemonstrated ability to build relationships with mid- and senior-level decision-makers and manage multiple stakeholders through a sales process.\nExperience developing pipeline, managing renewals, and expanding existing accounts.\nStrong discovery, presentation, negotiation, written communication, and executive communication skills.\nStructured approach to account planning, opportunity qualification, forecasting, and sales execution.\nWorking proficiency with Salesforce or a comparable CRM, plus Microsoft Excel, Word, and PowerPoint.\nAbility to collaborate across functions and manage competing priorities in a fast-moving environment.\nPreferred Qualifications\nExperience selling to aerospace and defense companies, government contractors, universities, research institutions, or organizations supporting national security missions.\nFamiliarity with defense intelligence, open-source intelligence, data-as-a-service, or research information products.\nExperience using sales enablement and prospecting tools such as HubSpot, generative AI tools, or similar platforms.\nBenefits\n20 days vacation\n9 days flexible time off\n12 paid holidays\nPaid parental leave\nHealth insurance (medical, dental and vision)\n401k retirement plan with company match and immediate vesting\nHybrid work schedule/flexibility\nCompany paid life and disability insurance\nHealthy Half\nVolunteering time\nWeekly fresh fruit delivery\nLearning & Development opportunities (LinkedIn Learning, Mentoring)\nSalary Range:\nBase salary range: $75,000 - $120,000 per year\nCompensation 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.\nJanes 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.\nThis position is classified as Exempt under the Fair Labor Standards Act (FLSA).\nLife at Janes\nWe 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.\nJanes 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.\nAlthough 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, please apply, and speak to us about this. We will always consider part time or flexible applications\nJob Applicants - Privacy Policy\nKnow your rights document","description_format":"text","description_chars":6758,"description_truncated":false,"requirements":{"experience_years_min":5,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":["401k plan","Equity","Flexible schedule","Flexible time off","Health insurance","Hybrid work","Parental leave","Retirement plans"],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Artificial Intelligence","Military","Threat Intelligence","Digital Media"],"lifecycle":[{"event":"open","at":"2026-11-03T16:05:47Z"}],"visa":[],"liveness":{"score":86,"band":"hot","label":"Hiring now","p_open":1,"p_active":0.86,"p_room":1,"age_days":1,"expected_fill_days":165,"reasons":["conf:4","win:early"],"computed_at":"2026-11-05T05:54:30Z"},"pay":{"stated_usd_annual":120000,"is_top_pay":false},"html_url":"https://alion.io/job/default-account-manager-industry-and-academia","json_url":"https://alion.io/job/default-account-manager-industry-and-academia.json","meta":{"generated_at":"2026-11-05T19:59:35Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":26846,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-11-06T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":34244},"rest":"https://alion.io/mcp/rest/get_company?id=34244"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fdefault-account-manager-industry-and-academia"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fdefault-account-manager-industry-and-academia"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fdefault-account-manager-industry-and-academia"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/default-account-manager-industry-and-academia\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fdefault-account-manager-industry-and-academia"}],"agent":{"mcp":"https://alion.io/mcp/jobs","mcp_open":"https://alion.io/mcp/open","next":[{"tool":"get_job","arguments":{"id":3689865}},{"tool":"search_jobs","arguments":{"company":"janes.com","detail":"compact"}},{"tool":"match_people","arguments":{"job_id":3689865},"note":"people open to offers who fit this vacancy"}],"note":"The same data through MCP tools: https://alion.io/mcp/open needs no sign-in (compact searches, postings, people); https://alion.io/mcp with an Alion account has everything. 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