West Coast - ServiceCollection Solution Sales Executive

Atlassian • Salt Lake City, UT

6d • $123,665 - $194,519 • Hybrid

About The Position

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.

Requirements

• 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.

Responsibilities

• 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 territory—from 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.

Benefits

• health and wellbeing resources
• paid volunteer days

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed