Solution Sales Executive

Working at Atlassian Atlassians can choose where they work – whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. 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. This role is required to be based on the West Coast (California, Oregon, Washington) In this role, you will: 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. On your first day, we’ll expect you to have: 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 Compensation At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. To support this goal, the baseline of our range is higher than that of the typical market range, but in turn we expect to hire most candidate ... (truncated, view full listing at source)