Solution Sales Executive, TWC
About The Position
Atlassian’s Solution Sales organization drives complex, multi-product transformations across its highest-value customer accounts. The Solution Sales Executive for the Teamwork Collection (TWC) specializes in Atlassian’s collaboration and modern-work suite—Jira, Confluence, Loom, and Rovo, powered by the Teamwork Graph. The role partners strategically with core Account Executives across Mid-Market and Enterprise accounts, expanding adoption beyond engineering and IT teams into business functions such as Marketing, HR, Operations, Finance, and PMOs. The position leads end-to-end specialist sales cycles for the Teamwork Collection, including multi-product expansions, Cloud Enterprise upgrades, and broad collaboration deployments. It coordinates with account teams, technical presales, deal operations, Customer Success, and channel partners to qualify and close complex opportunities. The role also positions the collection against competing point solutions and presents the value of AI-native collaboration, asynchronous video, and centralized knowledge management to executive buyers. Atlassian operates a distributed-first culture. Employees may choose to work in an office, from home, or a combination of the two; interviews and onboarding are conducted virtually.
Requirements
- 5–7+ years of quota-carrying B2B SaaS closing experience, with a consistent record of meeting or exceeding annual targets of $800K–$1.5M+ ACV/ARR.
- Experience selling SaaS solutions in enterprise work management, productivity, collaboration, or workflow automation.
- Demonstrated ability to partner effectively with primary account owners, presales technical teams, and cross-functional partners in complex, matrixed sales environments.
- Proven success managing multi-threaded deals involving senior stakeholders such as CIOs, CTOs, VPs of Operations, PMO leads, and Heads of Digital Workplace, and navigating enterprise procurement, security, and legal reviews.
- Deep familiarity with and hands-on execution using MEDDPICC or MEDDIC and value-led selling principles.
Nice To Haves
- Familiarity with the Atlassian product suite (Jira, Confluence, Loom, and Rovo) and hybrid Product-Led Growth (PLG) to enterprise expansion motions.
- Experience selling AI-augmented workplace productivity tools, agentic workflows, or enterprise knowledge search platforms.
- Proven experience executing competitive takeout or tool-consolidation campaigns against legacy or single-point collaboration vendors.
Responsibilities
- Drive end-to-end specialist sales cycles for the Teamwork Collection, including multi-product expansions, Cloud Enterprise tier upgrades, and wall-to-wall collaboration deployments.
- Partner with core Account Executives, Solutions Engineers, Enterprise Deal Operations, and Customer Success to uncover, qualify, and close high-ACV opportunities.
- Position the Teamwork Collection as a single system of work and win competitive displacements against fragmented point solutions, including Asana, Monday.com, Smartsheet, Notion, Miro, and Vidyard.
- Educate executive buyers about AI-native team collaboration, including Rovo agents, asynchronous video with Loom, and centralized knowledge management.
- Apply structured qualification methodologies, inspect deal health, identify economic buyers, build ROI/TCO business cases, and maintain forecast predictability.
- Collaborate with Atlassian Solution Partners and Global System Integrators, including Accenture, Deloitte, and PwC, to accelerate customer migrations and expand deployment footprints.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
