Senior Solution Sales Executive

Senior Solution Sales Executive

Sales | San Francisco, United States | Remote, Remote | Full-Time

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.

In this role, you will:

• 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.
• Lead the full sales cycle for JSM-focused opportunities in your territoryfrom prospecting and discovery through solution design, business case, negotiations, and close.
• 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.
• 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).
• 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.
• 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.
• Build, manage, and accurately forecast a robust pipeline in your territory, applying MEDDPICC (or similar value-based methodology) to drive deal progression and predictability.
• 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.

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: $146,700 - $191,525

Zone B: $132,300 - $172,725

Zone C: $121,500 - $158,625

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.
• 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

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.