Manager, Solution Sales, Service Collection (Remote)

Atlassian; United States; Remote; USD 238,000 - 279,000; Full time

Benefits offered by this job

Health and wellbeing resources

Paid volunteer days

Equity and performance-based rewards

Job summary

Atlassian seeks a Senior Enterprise Sales Manager in the United States to lead a high-performing team of enterprise solution sellers focused on ITSM/ESM and cloud-based services. You will drive strategic plans, recruit and coach top talent, and negotiate complex deals with CIO/CTO-level stakeholders across a matrixed sales model.

The role emphasizes building long-term customer relationships, cross-functional collaboration, and delivering on aggressive bookings and revenue targets in a dynamic,

Qualifications

• 15+ years in enterprise software/solutions sales, ITSM/ESM expertise.
• 6+ years in sales management with a track record of meeting/exceeding targets.
• Experience leading complex multi-threaded strategic deals and coaching teams.

Responsibilities

• Lead and develop a team of experienced enterprise solution sellers, exceeding quarterly and annual bookings and OKR targets.
• Execute strategic business plans that drive Land & Expand motions for JSM across Enterprise and Strategic customer segments.
• Own recruiting, coaching, and performance management of Service Collection SSEs—building a high-performing, accountable team.
• Establish team objectives, policies, and KR plans and manage allocated resources.
• Handle advanced negotiations at the customer and partner level.
• Build and promote strong, long-lasting customer relationships with critical customers.
• Distill and define customer-centric strategies for the team, considering department and company objectives.
• Partner cross-functionally with AEs, SEs, Channel & Alliances, Advisory Services, Product, and Marketing to optimize the GTM motion.
• Present sales, revenue, and expense reports with realistic forecasts to senior leadership.
• Act as a voice of the field — capturing and synthesizing feedback to shape the JSM product roadmap.

Skills

Enterprise sales

Cloud software sales

Executive relationship building

Strategic dealmaking

Team leadership

ITSM/ESM

Stakeholder management

Education

BS/MS in business/IT or related field

Job description

In This Role, You Will:

• Lead and develop a team of experienced enterprise solution sellers, exceeding quarterly and annual bookings and OKR targets

• Execute strategic business plans that drive Land & Expand motions for JSM across Enterprise and Strategic customer segments

• Own recruiting, coaching, and performance management of Service Collection SSEs — building a high-performing, accountable team

• Establish team objectives, policies, and KR plans and manage allocated resources

• Handle advanced negotiations at the customer and partner level

• Build and promote strong, long-lasting customer relationships — networking with critical customers and leveraging deep understanding of their unique perspectives

• Distill and define customer-centric strategies for the team, considering department and company objectives

• Partner cross-functionally with Account Executives, Solution Engineers, Channel & Alliances, Advisory Services, Product, and Marketing to optimize the Service Collection GTM motion

• Present sales, revenue, and expense reports with realistic forecasts to senior leadership

• Act as a voice of the field — capturing and synthesizing customer and competitive feedback to shape the JSM product roadmap

• 15+ years of enterprise sales experience in cloud-based software/solutions, with deep expertise in ITSM/ESM/Service Management (ServiceNow, BMC, Ivanti, Freshworks, or similar)

• 6+ years as a sales manager, with proven experience consistently meeting or exceeding targets

• Demonstrated ability to lead complex, multi-threaded strategic deals and coach teams through major obstacles

• Experience displacing legacy ITSM vendors with modern cloud solutions

• Experience in developing strategic sales pipeline.

• Strong executive presence — ability to build and leverage CIO/CTO/VP IT relationships

• Experience working in a matrixed, overlay sales model alongside Account Executives and Channel Partners

• Strong collaboration skills — thrives in a team-selling environment

• BS/MS degree in business, IT, or a related field (preferred)

Compensation
At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. To support this goal, the baseline of our range is higher than that of the typical market range, but in turn we expect to hire most candidates near this baseline. Base pay within the range is ultimately determined by a candidate's skills, expertise, or experience. In the United States, we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are:

Zone A; 238K- 279K
Zone B: 215K- 252K
Zone C: 198K- 232K

his role may also be eligible for benefits, bonuses, commissions, and equity.
Please visit go.atlassian.com/payzones for more information on which locations are included in each of our geographic pay zones. However, please confirm the zone for your specific location with your recruiter.

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.