Enterprise Net New Logo Account Executive

Atlassian•Washington, DC

1d•$150,147 - $236,175•Remote

About The Position

Atlassian is hiring an Enterprise Net New Logo Account Executive to acquire new enterprise customers and establish initial Atlassian product footprints across a wide portfolio. The role owns named-account and territory strategies, builds pipeline in greenfield and underpenetrated accounts, and manages prospective customer relationships from initial outreach through contract close. The position involves engaging executive stakeholders, understanding business challenges, positioning tailored solutions—including JSM/ITSM displacement and expansion into non-IT functions—and negotiating complex agreements. The Account Executive works with Channel Partners, Solution Engineers, Marketing, Sales Development, Account Managers, and other internal teams to coordinate pursuit strategies and customer engagement. The role also requires disciplined pipeline management and forecasting, repeatable go-to-market prospecting motions, awareness of industry and competitive trends, and travel to meet prospects and attend industry events. Atlassian describes its workforce as distributed-first, with employees able to work from an office, home, or a combination of the two, subject to locations where the company has a legal entity.

Requirements

At least 6 years of quota-carrying enterprise software sales experience, with emphasis on new-business acquisition and net new logos.
Proven ability to build pipeline from scratch in greenfield or underpenetrated territories and consistently generate more than 4x quota in pipeline opportunities.
Experience building C-level and executive relationships at prospective accounts.
Experience orchestrating cross-functional pursuit teams, aligning Solution Engineers, Channel, Marketing, Sales Development Representatives, and leadership.
Experience managing complex, multi-stakeholder sales cycles from prospecting through close, including competitive displacement scenarios such as ServiceNow.
Extensive experience using CRM tools such as Salesforce for pipeline hygiene, forecasting, and weekly deal cadence.
Demonstrated ability to build and execute territory and named-account plans that identify whitespace and prioritize high-potential new-logo pursuits.
Experience running repeatable go-to-market plays and prospecting motions to create a predictable pipeline.
Consultative, solution-oriented prospecting ability, including uncovering pain points and mapping solutions to business outcomes.
Track record of meeting or exceeding new-business targets for pipeline generation, win rates, and closed net new ACV.
Ability to contribute positively to team culture by sharing best practices, deal strategies, and competitive insights.
Learner mindset and ability to stay current on product capabilities, competitive landscape, and evolving buyer personas.
Ability to develop and execute strategies for assigned target accounts and turn cold territories into active pipeline.
Ability to build internal and external stakeholder networks, including Channel partners and industry contacts, to source and accelerate opportunities.

Responsibilities

Develop and execute named-account and territory plans to acquire net new logos, penetrate greenfield accounts, and land initial Atlassian product footprints.
Build strategic sales plans that generate and convert net new pipeline and achieve sales goals and targets.
Research, identify, qualify, and pursue prospects; engage decision makers; deliver sales presentations; navigate procurement; negotiate contracts; and close deals.
Build relationships with C-level and executive stakeholders and establish Atlassian as a strategic partner.
Understand prospect pain points and business challenges, and propose tailored Atlassian solutions, including JSM/ITSM displacement and expansion into non-IT functions.
Collaborate with Channel, Solution Engineers, Marketing, Sales Development, and other teams on coordinated pursuit strategies and go-to-market plays.
Lead contract negotiations and pricing discussions for initial agreements.
Maintain pipeline hygiene and accurate forecasts, including weekly deal updates and forecast submissions.
Monitor industry trends, competitive landscapes, and incumbent platforms to strengthen displacement messaging.
Travel to meet prospects and attend industry events to build pipeline and accelerate sales cycles.
Identify whitespace and prioritize high-potential new-logo pursuits within designated named accounts.
Serve as the primary Atlassian contact for net new prospects, owning relationships from initial outreach through close.
Run repeatable, playbook-driven go-to-market and prospecting motions to identify and qualify opportunities.
Navigate complex, multi-stakeholder sales cycles with Channel and cross-functional teams to land enterprise accounts.