[Remote] Senior Solution Sales Executive

Note: The job is a remote job and is open to candidates in USA. Atlassian is a company focused on unleashing the potential of every team through their software products. They are seeking a Senior Solution Sales Executive for Jira Service Management, who will lead sales efforts targeting large Enterprise customers, driving the sales cycle from prospecting to closing while collaborating with internal teams.


Responsibilities

  • 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

Skills

  • 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

Benefits

  • Health and wellbeing resources
  • Paid volunteer days

Company Overview

  • Atlassian is a software company that offers proprietary software products for teamwork, project management, and software development. It was founded in 2002, and is headquartered in Sydney, New South Wales, AUS, with a workforce of 10001+ employees. Its website is https://www.atlassian.com.

  • Company H1B Sponsorship

  • Atlassian has a track record of offering H1B sponsorships, with 126 in 2026, 351 in 2025, 184 in 2024, 190 in 2023, 259 in 2022, 156 in 2021, 162 in 2020. Please note that this does not guarantee sponsorship for this specific role.

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