[Hiring] Enterprise Solution Sales Executive @Atlassian

Role Description

As an Enterprise Solution Sales Executive for Jira Service Management (JSM), you will serve as a subject matter expert in IT Service Management (ITSM) and Enterprise Service Management (ESM). You’ll drive new sales motions and co‑selling initiatives, collaborating closely with our account teams to identify opportunities and develop tailored Atlassian solutions. This role is crucial in advancing Atlassian's solution sales goals for our Service Collection and involves working with a globally distributed team.

You’ll focus on large Enterprise customers, leading complex, value-based sales cycles and displacing legacy ITSM tools with modern, cloud-first solutions built on Jira Service Management.

Responsibilities

• Expert Product Selling: Act as a knowledge leader in ITSM and ESM industry trends to inform sales strategies and the positioning of Jira Service Management within the broader Atlassian platform.
• Own End‑to‑End JSM Sales Motions: Lead the full sales cycle for JSM-focused opportunities in your territory—from prospecting and discovery through solution design, business case, negotiations, and close.
• Sales Strategy Development: Collaborate with Account Executives, Account Managers, and Sales Development to develop and execute territory and account strategies that drive net new revenue and expansion across Enterprise accounts.
• Customer Engagement & Value Selling: Engage with customers to deeply understand their business drivers, service management pain points, and transformation priorities. Build compelling value hypotheses and ROI cases that connect JSM to measurable outcomes (e.g., MTTR, change failure rate, agent productivity, cost per ticket).
• Competitive Takeouts & Cloud Migrations: Lead competitive campaigns against incumbent ITSM vendors (e.g., ServiceNow, BMC, Ivanti) and drive cloud‑first motions, including migrations from Jira Service Management Data Center to Cloud.
• Cross‑Functional Collaboration: Partner closely with Solution Engineers, Customer Success, Marketing, and our Partner Ecosystem to align on plays, run co‑selling motions, and ensure successful customer adoption and expansion.
• Forecasting & Pipeline Management: Build, manage, and accurately forecast a robust pipeline in your territory, applying MEDDPICC (or similar value‑based methodology) to drive deal progression and predictability.
• Field & Product Feedback Loop: Act as the voice of the customer to internal stakeholders, sharing insights on product gaps, competitive dynamics, and market trends to help shape Atlassian’s JSM roadmap and go‑to‑market strategy.

Qualifications

• Minimum 5+ years of enterprise software sales experience.
• Proven success selling ITSM, ESM, workflow/automation, digital transformation or other complex enterprise solutions.
• Demonstrated track record of consistently meeting or exceeding quota in a high‑growth environment.
• Strong understanding of ITSM/ESM industry trends and the competitive landscape.
• Experience leading multi‑stakeholder, consultative sales cycles involving both business and technical buyers, including C‑level and VP‑level executives.
• Excellent communication, storytelling, and presentation skills; comfortable engaging with CIO, VP IT Ops, Heads of Service Management, and technical evaluators.
• Strong collaboration skills with cross‑functional teams (AEs, SEs, Partners, Marketing, Customer Success).

Requirements

• Compensation: Base pay within the range is ultimately determined by a candidate's skills, expertise, or experience.
• In the United States, we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are:
  • Zone A: USD 181800 - USD 237350
  • Zone B: USD 163800 - USD 213850
  • Zone C: USD 151200 - USD 197400
• This role may also be eligible for benefits, bonuses, commissions, and equity.

Benefits

• Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community.
• Our offerings include health and wellbeing resources, paid volunteer days, and so much more.