Principal Solution Sales Executive, Enterprise Strategy & Planning

At Atlassian, we are on a mission to help our customers compete and win in the modern, digital economy. We have built a multi-billion-dollar, fast-growing software business with over 250,000 paying customers, hundreds of sales and implementation partners, and millions of users around the globe. Our culture is open, welcoming, collaborative, and passionately focused on our customers' success.
Our Enterprise Solution Sales team builds and implements effective sales strategies. They drive the adoption of select products and services to our largest customers. At the same time, they are champions for our customers, providing feedback to our product and engineering teams and helping us improve our customer experience. As a Solutions Sales Executive, you will lead a territory comprised of named accounts and a geographic region, frequently working arm-in-arm with our Strategic Account Executives, Solution Engineering, Channel Partners, Advisory Services, Product, and Marketing organizations.
Atlassian's Strategy Collection (including Jira Align, Focus, and Talent) unifies work, people, financial, and goal data into executive-level views so leaders can plan, fund, and deliver on their strategy with confidence. By connecting strategy to execution and making cross-team scope, roadmaps, and dependencies visible in real-time, it aligns investments, accelerates outcomes, and improves decision-making.
Your future team
We're hiring a Solutions Sales Executive (sales overlay role), reporting to our Regional Head of Solution Sales for the Americas territory. You will join a distributed team of Enterprise Solution Sales Executives.
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.
Responsibilities

• Develop and execute a focused territory plan to drive new and expansion revenue for Atlassian's Strategy Collection (Focus, Talent, Jira Align) and Jira Product Discovery across a defined set of enterprise accounts.
• Lead complex, consultative sales cycles centered on enterprise strategy, planning, portfolio management, and product management use cases, tying Atlassian's Strategy Collection directly to customers' business and transformation outcomes.
• Partner closely with primary Account Executives and broader go-to-market teams to systematically identify, qualify, and advance Strategy Collection and Jira Product Discovery opportunities within existing customers and targeted new logos.
• Build and sustain executive-level relationships across Business, Product, and Technology (e.g., CTO, CPO, CIO, Heads of Product/Portfolio/Transformation), positioning Atlassian as a strategic partner for planning and execution at scale.
• Orchestrate Atlassian's extended team (Solutions Engineering, Customer Success, Channel, and Services) to design and deliver value-based evaluations, pilots, and compelling business cases.
• Collaborate with Atlassian's partner ecosystem (global and regional SIs and specialized Solution partners) to shape joint go-to-market plays, co-sell motions, and implementation approaches.
• Lead the creation and delivery of customer-specific proposals, value narratives, and commercial structures for Strategy Collection and Jira Product Discovery deals, including RFP/RFI responses where required.
• Maintain rigorous sales discipline across all opportunities, including pipeline generation, opportunity management, MEDDPICC qualification, forecasting, and reporting to regional and global Solution Sales leadership.
• Act as a field subject-matter expert for Atlassian's Strategy Collection and Jira Product Discovery, representing the portfolio in customer briefings, executive workshops, and industry events.
• Capture and synthesize feedback from customers, partners, and field teams to inform Atlassian's Strategy Collection roadmap, packaging, and go-to-market strategy.

Qualifications

• 10 years of quota-carrying sales experience in a closing role (overlay sales and consulting experience is also a plus)
• Experience selling Enterprise SaaS products and driving transformational deals
• Proven track record of meeting or exceeding sales targets
• Familiarity with Product Management, Lean, Agile, and/or Strategic Portfolio Management Frameworks
• Experience growing Enterprise accounts through cross-selling and upselling
• A customer-first mentality advocating for the customer's interests, solving complex problems, influencing outcomes, and aligning with Atlassian's broader business/product strategy
• A strategic approach in reviewing the territory (account planning, territory planning) and prioritizing customer engagements to maximize growth and retention
• Experience creating alignment and orchestrating internal account teams

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 $181,800 - USD $237,350
Zone B: USD $163,800 - USD $213,850
Zone C: USD $151,200 - USD $197,400
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 .