Solution Sales Executive, TWC

Overview Overview: Working at AtlassianAtlassians can choose where they work—whether in an office, from home, or a combination of the two. We believe people do their best work when they have control over supporting their personal goals, families, and priorities. Interviews and onboarding are conducted virtually as part of our distributed-first culture.About the TeamThe Solution Sales organization is a team of specialized sellers driving complex, multi-product transformations across Atlassian’s highest-value customer accounts. Rather than selling single products in isolation, Solution Sales Executives own strategic collections that address enterprise-wide business challenges.As a Teamwork Collection (TWC) Solution Sales Executive, you will specialize in Atlassian’s core collaboration and modern work suite—uniting Jira, Confluence, Loom, and Rovo (powered by the Teamwork Graph). You will act as the strategic co-selling partner to core Account Executives (AEs) across Mid-Market and Enterprise segments, taking Atlassian beyond traditional engineering and IT teams into organization-wide, line-of-business adoption (Marketing, HR, Operations, Finance, and PMOs). Responsibilities In This Role, You Will:Lead Complex Solution Deals: Drive end-to-end specialist sales cycles for the Teamwork Collection, leading multi-product expansions, Cloud Enterprise tier upgrades, and wall-to-wall collaboration deployments.Master Co-Selling & Orchestration: Partner closely with core Account Executives (who own the overall account relationship), Solutions Engineers (SEs), Enterprise Deal Operations (EDO), and Customer Success to uncover, qualify, and close high-ACV opportunities.Drive Vendor Consolidation & Tech-to-Biz Expansion: Position TWC as the single system of work, winning competitive displacements against fragmented point solutions (e.g., Asana, Monday.com, Smartsheet, Notion, Miro, Vidyard).Champion the AI & Async Workplace Story: Educate executive buyers on the power of AI-native team collaboration—demonstrating how Rovo agents, asynchronous video with Loom, and centralized knowledge management accelerate time-to-market and eliminate tool sprawl.Execute with Methodology Rigor: Apply structured qualification methodologies (MEDDPICC, Command of the Message) to inspect deal health, identify economic buyers, build ROI/TCO business cases, and maintain high forecast predictability.Partner with the Channel Ecosystem: Collaborate with Atlassian Solution Partners and Global System Integrators (GSIs like Accenture, Deloitte, and PwC) to accelerate customer migrations and expand deployment footprints. Compensation 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: $176,081 - $229,883Zone B: $158,473 - $206,895Zone C: $146,147 - $190,803 Pay Ranges 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: $176,081 - $229,883Zone B: $158,473 - $206,895Zone C: $146,147 - $190,803 Qualifications Basic Qualifications (Must-Haves):5–7+ years of quota-carrying B2B SaaS closing experience, with a consistent track record of meeting or exceeding annual targets ($800K–$1.5M+ ACV/ARR).Domain expertise in Enterprise Collaboration / Work Management: Experience selling SaaS solutions in enterprise work management, productivity, collaboration, or workflow automation.Collaborative Co-Selling / Overlay Track Record: Demonstrated ability to partner effectively with primary account owners, presales technical teams, and cross-functional partners in complex matrixed sales environments.Enterprise Deal Craft: Proven success managing multi-threaded deals involving senior stakeholders (CIO, CTO, VP of Operations, PMO Leads, Head of Digital Workplace) and navigating enterprise procurement, security, and legal reviews.Sales Methodology Mastery: Deep familiarity and hands-on execution using MEDDPICC (or MEDDIC) and value-led selling principles.Preferred Qualifications (Nice-to-Haves):Familiarity with the Atlassian product suite (Jira, Confluence, Loom, Rovo) and hybrid Product-Led Growth (PLG) to enterprise expansion motions.Experience selling AI-augmented workplace productivity tools, agentic workflows, or enterprise knowledge search platforms.Proven experience executing competitive takeout or tool consolidation campaigns against legacy or single-point collaboration vendors.Job SummaryCategory: Sales