[Hiring] Enterprise Net New Logo Account Executive @Atlassian

Role Description

As a member of the team, you will be responsible for building and nurturing relationships with key stakeholders, negotiating complex contracts, and collaborating with internal teams: Channel Partners, Product Specialists, Account Managers, and Solution Engineers to ensure customer satisfaction. Are you customer-focused, creative, with a hunter mindset? Are you excited by identifying business needs and ideating to create solutions for Fortune 500 companies? If yes, then we'd love to have you on our team!

Responsibilities

• Develop and execute named Account and Territory plans focused on acquiring net new logos, penetrating greenfield accounts, and landing initial Atlassian footprints across a wide portfolio of products.
• Build and execute strategic sales plans to generate and convert net new pipeline and to achieve company sales goals and targets.
• Identify, qualify, and pursue net new prospects by researching target accounts, engaging key decision makers, delivering compelling sales presentations, navigating complex procurement processes, negotiating contracts, and closing deals.
• Build relationships with C-level and executive stakeholders at target accounts, establishing Atlassian as a strategic partner from the first engagement.
• Deeply understand prospect pain points and business challenges, proposing tailored Atlassian solutions — including JSM/ITSM displacement opportunities and expansion into non-IT functions (HR/People Ops, Marketing) — to win new business.
• Collaborate cross-functionally with Channel, SEs, Marketing, and Sales Development to build coordinated pursuit strategies, execute GTM plays, and accelerate new logo acquisition.
• Lead contract negotiations and pricing discussions to close initial agreements and set the foundation for long-term account growth.
• Maintain disciplined pipeline hygiene and accurate forecasting, providing weekly deal updates and forecast submissions aligned with the team's operating rhythm.
• Stay current on industry trends, competitive landscape, and incumbent platforms to sharpen displacement messaging and maintain a competitive edge.
• Travel to meet prospects and attend industry events to build pipeline and accelerate deal cycles.
• Build and own territory strategies for designated named accounts, identifying whitespace and prioritizing high-potential new logo pursuits.
• Serve as the primary Atlassian point of contact for net new prospects, owning the relationship from initial outreach through close.
• Run repeatable GTM plays to identify and qualify new opportunities, leveraging playbook-driven motions to build a predictable pipeline engine.
• Navigate complex, multi-stakeholder sales cycles, partnering with Channel and cross-functional teams to execute coordinated strategies for landing new enterprise accounts.

Qualifications

• 6+ years of quota-carrying Enterprise Software Sales experience, with a strong emphasis on new business acquisition and hunting net new logos.
• Proven track record of building pipeline from scratch in greenfield or underpenetrated territories, consistently generating over 4x of quota in piped opportunities.
• Experience engaging and building C-level and executive relationships at prospective accounts, earning trust and credibility from the first interaction.
• Experience orchestrating cross-functional pursuit teams — aligning SEs, Channel, Marketing, SDRs, and leadership — to execute coordinated new logo strategies.
• Experience navigating complex, multi-stakeholder sales cycles from initial prospecting through close, including competitive displacement scenarios (e.g., ServiceNow).
• Extensive experience utilizing CRM tools (Salesforce) to maintain disciplined pipeline hygiene, accurate forecasting, and weekly deal cadence.
• Demonstrated ability to build and execute territory and named account plans focused on identifying whitespace and prioritizing high-potential new logo pursuits.
• Experience running repeatable GTM plays and prospecting motions to create a predictable pipeline engine.
• Proactively engages prospects with a consultative, solution-oriented approach, uncovering pain points and mapping Atlassian solutions to business outcomes.
• Proven track record of meeting or exceeding new business targets — pipeline generation, win rates, and closed net new ACV.
• Contributes to the overall team culture in a positive, impactful way — shares best practices, deal strategies, and competitive insights with the broader team.
• Possesses a learner mindset — stays current on product capabilities, competitive landscape, and evolving buyer personas.
• Ability to develop and orchestrate execution strategies for assigned target accounts, turning cold territories into active pipeline.
• Proactively builds a network with internal and external stakeholders — from Channel partners to industry contacts — to source and accelerate new opportunities.

Requirements

• 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: $146,700 - $191,525
• Zone B: $132,030 - $172,373
• Zone C: $121,761 - $158,966

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.