Account Executive, Enterprise - New Logo

Atlassian•Washington, DC

22h•Remote

About The Position

Atlassian is seeking an Account Executive, Enterprise - New Logo to join their team. This role is responsible for building and nurturing relationships with key stakeholders, negotiating complex contracts, and collaborating with internal teams to ensure customer satisfaction. The ideal candidate is customer-focused, creative, with a hunter mindset, excited by identifying business needs and ideating solutions for Fortune 500 companies. Atlassian offers a distributed-first work environment, allowing employees to choose where they work (office, home, or hybrid). The company works with over 300,000 customers worldwide and aims to unleash the potential of every team through software solutions, driving customer impact and revenue growth. There is strong earning potential in this sales role due to the vast enterprise market and customer preference for Atlassian products.

Requirements

6+ years of quota-carrying Enterprise Software Sales experience, with a strong emphasis on new business acquisition and hunting net new logos.
Proven track record of building pipeline from scratch in greenfield or underpenetrated territories, consistently generating over 4x of quota in piped opportunities.
Experience engaging and building C-level and executive relationships at prospective accounts, earning trust and credibility from the first interaction.
Experience orchestrating cross-functional pursuit teams — aligning SEs, Channel, Marketing, SDRs, and leadership — to execute coordinated new logo strategies.
Experience navigating complex, multi-stakeholder sales cycles from initial prospecting through close, including competitive displacement scenarios (e.g., ServiceNow).
Extensive experience utilizing CRM tools (Salesforce) to maintain disciplined pipeline hygiene, accurate forecasting, and weekly deal cadence.
Demonstrated ability to build and execute territory and named account plans focused on identifying whitespace and prioritizing high-potential new logo pursuits.
Experience running repeatable GTM plays and prospecting motions to create a predictable pipeline engine.
Proactively engages prospects with a consultative, solution-oriented approach, uncovering pain points and mapping Atlassian solutions to business outcomes.
Proven track record of meeting or exceeding new business targets — pipeline generation, win rates, and closed net new ACV.
Contributes to the overall team culture in a positive, impactful way — shares best practices, deal strategies, and competitive insights with the broader team.
Possesses a learner mindset — stays current on product capabilities, competitive landscape, and evolving buyer personas.
Ability to develop and orchestrate execution strategies for assigned target accounts, turning cold territories into active pipeline.
Proactively builds a network with internal and external stakeholders — from Channel partners to industry contacts — to source and accelerate new opportunities.

Responsibilities

Develop and execute named Account and Territory plans focused on acquiring net new logos, penetrating greenfield accounts, and landing initial Atlassian footprints across a wide portfolio of products.
Build and execute strategic sales plans to generate and convert net new pipeline and to achieve company sales goals and targets.
Identify, qualify, and pursue net new prospects by researching target accounts, engaging key decision makers, delivering compelling sales presentations, navigating complex procurement processes, negotiating contracts, and closing deals.
Build relationships with C-level and executive stakeholders at target accounts, establishing Atlassian as a strategic partner from the first engagement.
Deeply understand prospect pain points and business challenges, proposing tailored Atlassian solutions — including JSM/ITSM displacement opportunities and expansion into non-IT functions (HR/People Ops, Marketing) — to win new business.
Collaborate cross-functionally with Channel, SEs, Marketing, and Sales Development to build coordinated pursuit strategies, execute GTM plays, and accelerate new logo acquisition.
Lead contract negotiations and pricing discussions to close initial agreements and set the foundation for long-term account growth.
Maintain disciplined pipeline hygiene and accurate forecasting, providing weekly deal updates and forecast submissions aligned with the team's operating rhythm.
Stay current on industry trends, competitive landscape, and incumbent platforms to sharpen displacement messaging and maintain a competitive edge.
Travel to meet prospects and attend industry events to build pipeline and accelerate deal cycles.
Build and own territory strategies for designated named accounts, identifying whitespace and prioritizing high-potential new logo pursuits.
Serve as the primary Atlassian point of contact for net new prospects, owning the relationship from initial outreach through close.
Run repeatable GTM plays to identify and qualify new opportunities, leveraging playbook-driven motions to build a predictable pipeline engine.
Navigate complex, multi-stakeholder sales cycles, partnering with Channel and cross-functional teams to execute coordinated strategies for landing new enterprise accounts.