Solution Sales Executive

Working at Atlassian
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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 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 146700 - USD 191525
Zone B: USD 132300 - USD 172725
Zone C: USD 121500 - USD 158625
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 .