Atlassian Solution Sales Executive: JSM, Strategic Accounts - Remote

Atlassian; United States; Remote; USD 151,000 - 237,000; Full time

Benefits offered by this job

Equity grants

Commissions

Health benefits

Job summary

Atlassian’s JSM Solution Sales Executive will own the sales cycle for Service Collection and Jira Service Management across strategic accounts in the Americas. You will collaborate with Core Account Executives, Solution Engineers, and partners to generate pipeline and close high-value opportunities, driving cloud adoption and seat expansion.

You will act as a trusted advisor, balance hunter and SME responsibilities, and contribute to building long-term customer relationships while achieving

Qualifications

• Experience selling ITSM/ESM solutions to strategic accounts.
• Ability to own the JSM/Service Collection sales cycle end-to-end.
• Collaborate with AEs, SEs, and partners to win deals.
• Focus on cloud migration and customer adoption strategies.

Responsibilities

• Serve as a subject matter expert in ITSM/ESM for internal and external stakeholders.
• Collaborate with Core Account Executives and own the JSM sales cycle.
• Own the sales cycle for Service Collection and JSM, targeting high-value opportunities.
• Generate pipeline and close deals, including competitive replacements.
• Co-sell with partners and cross-functional teams to drive awareness and success.
• Support cloud growth by transitioning customers from Data Center to Cloud.

Skills

ITSM expertise

Enterprise Service Management

Sales pipeline generation

Cross-functional collaboration

Cloud transition focus

Job description

Working at Atlassian

Atlassians can choose where they work – whether in an office, from home, or a combination of the two. That way, they can 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.

Responsibilities

The JSM Solution Sales Executive (SSE) team specializes in driving sales and adoption of our Service Collection portfolio of Service Automation solutions. Jira Service Management (JSM) is our core data center ITSM solution and will also be sold in our non-cloud customers. The JSM Solution Sales executive will be responsible for sales across strategic accounts in a geographic area.

The Solution Sales Executive’s Core Responsibilities Include

• Serving as Subject Matter Experts in IT Service Management (ITSM) and Enterprise Service Management (ESM), supporting both internal core selling teams, prospects and customers.
• Teaming: You will collaborate with Core Account Executives (AEs) who manage the overall account relationship, while you "own" the JSM-specific sales cycle.
• Owning the sales cycle for Service Collection and JSM, focusing on high-value opportunities (typically >201 agent tier or >500 seats), and ensuring quality and expertise throughout the process.
• Generating pipeline and winning deals in target accounts, including leading competitive replacements. Sales Pipeline generation is an integral part of your job responsibility along with building relationship and co-selling with your core account executive and with your partners. This sales role will require you to support, lead, own and drive all service management and automation opportunities.
• Collaborating closely with Solution Engineers, Partner Management, Marketing, and other go-to-market teams to drive awareness, pipeline, and customer success.
• Focusing on Cloud growth, with a strategic priority to transition customers from Data Center to Cloud, and building a robust pipeline to support this initiative.
• Providing exceptional service to both customers and internal stakeholders, acting as trusted advisors to build and create "Customer Evangelists". Additionally, it will be expected to have a teaming attitude with all internal teammates and peers, including helping to onboard and support new hires.

Compensation

At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. We follow consistent hiring practices and account for each candidate's skills, knowledge, and experience when setting base pay within the range. This role may also be eligible for benefits, bonuses, commissions, and equity.

Pay Ranges

In The Americas, We Have Three Geographic Pay Zones. For This Role, Our Current Base Pay Ranges For New Hires In Each Zone Are:

• Zone A: $181,663 - $237,171
• Zone B: $163,800 - $213,850
• Zone C: $151,200 - $197,400

Qualifications

Key Compensation Details:

• Commission Structure: Competitive Base Salary and Commissions. SSEs are typically on a commission plan tied to Net New ACV (Annual Contract Value) for their specific collection (in this case, the Service Collection/JSM).
• Equity (RSUs): In addition to OTE, P60 roles receive significant equity grants. For new hires in the US at this level, RSU grants vest over 4 years.
• OTE Mix: While some specialized roles use a 60/40 split, the 55/45 split is common for Solution Sales Executives to balance their role as both a subject matter expert and a "Hunter" for new business.

Benefits & Perks

Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits.

About Atlassian

At Atlassian, we’re motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together.

We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines.

To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them.

To learn more about our culture and hiring process, visit go.atlassian.com/crh.

In line with local law, identity verification (which may include use of biometric data) is a condition of employment with Atlassian for employment fraud purposes.