Head of Solution Sales Executives, Enterprise, AMER

Working at Atlassian
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About the role
Atlassian is on a mission to unleash the potential of every team. As an Enterprise Solutions Senior Sales Manager, you'll lead a team of enterprise sellers focused on our largest and most strategic customers. You'll be responsible for driving new ARR, multi-product expansion, and long-term adoption of Atlassian's service management solutions.
You'll combine strong sales leadership, solution selling, and operational, coach your team on complex enterprise deals, and partner closely with Solutions Engineering, Advisory Services, Channel, and Product to deliver customer outcomes.
You will report into the Solutions Sales leadership and play a key role in shaping how Atlassian wins in the enterprise segment.
What you'll do (Key Responsibilities)
1. Lead and develop a high-performing enterprise sales team

• Manage and develop a team of Enterprise Account Executives focused on strategic and enterprise accounts.
• Set clear expectations, provide regular coaching, and run effective 1:1s, pipeline reviews, and deal strategy sessions.
• Build a culture of accountability, collaboration, and continuous improvement aligned to Atlassian values.

2. Own revenue, pipeline, and forecasting for your business

• Own ARR, expansion, and retention targets for your region/segment.
• Build and execute territory and account plans that drive multi-year growth across the enterprise segment.
• Maintain accurate pipeline and forecast in Salesforce or internal sales tools; proactively identify risk and upside and take corrective action.

3. Drive complex, multi-product enterprise deals

• Guide your team through complex sales cycles involving multiple stakeholders (C-suite, IT, business leaders, procurement, legal).
• Coach reps on value-based, solution-oriented selling that ties Atlassian's platform to customer business outcomes.
• Partner with Deal Desk, Legal, and Finance to structure scalable, compliant, and mutually beneficial commercial agreements.

4. Champion Atlassian's Enterprise Solutions

• Ensure your team can articulate Atlassian's service management solution narratives and how they fit into a customer's operating model.
• Collaborate with Solutions Engineering, Enterprise Solutions Strategists, and Advisory Services to shape solution strategy and delivery for key accounts.
• Use customer feedback and competitive insights to influence product and solution roadmaps.

5. Partner across GTM and the ecosystem

• Work closely with Core selling teams, Marketing, Customer Success, Channel/Alliances, and Services to run integrated plays into target accounts.
• Leverage partners to extend Atlassian's reach, accelerate implementations, and drive adoption and expansion.
• Align with regional and global Enterprise Sales leadership on coverage, segmentation, and go-to-market strategy.

6. Operational excellence and governance

• Run a disciplined sales operating rhythm: QBRs, forecast calls, account reviews, and deal reviews.
• Ensure adherence to Atlassian policies on pricing, discounting, deal registration, and approvals.
• Track and report on key performance metrics; use data to diagnose issues and optimize performance.

About you (Qualifications)
Required:

• Significant experience (typically 8+ years) in B2B SaaS sales, with 5+ years leading enterprise or strategic account teams.
• Proven track record of leading teams to exceed multi-million-dollar ARR targets in complex, multi-stakeholder environments.
• Experience selling platform or multi-product solutions into large enterprises (Fortune 1000 / Global 2000).
• Strong command of value-based and solution selling methodologies, and comfort engaging at C-suite level.
• Demonstrated ability to build, coach, and retain high-performing sales talent.
• Excellent communication, negotiation, and executive-level presentation skills.

Nice to have:

• Experience with Atlassian products or adjacent ecosystems in Service Management.
• Background working in a product-led or hybrid PLG + enterprise sales motion.
• Experience working with or through channel and services partners.

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 candidates near this baseline. 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 267300 - USD 328900
Zone B: USD 241200 - USD 296010
Zone C: USD 222300 - USD 272987
This role may also be eligible for benefits, bonuses, commissions, and equity.
Please visit go.atlassian.com/payzones for more information on which locations are included in each of our geographic pay zones. However, please confirm the zone for your specific location with your recruiter.
Benefits & Perks
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. To learn more, visit go.atlassian.com/perksandbenefits .
About Atlassian
At Atlassian, we're motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together.
We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines.
To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them.
To learn more about our culture and hiring process, visit go.atlassian.com/crh .