SMB Solution Sales Executive, JSM

Atlassian; Washington (District of Columbia); On-site; USD 96,000 - 151,000; Full time

Job summary

Atlassian in the United States is seeking an SMB Solution Sales Executive to help customers succeed on their Atlassian cloud journey, focusing on Jira Service Management and driving revenue growth. You will champion customers, identify ROI, and coordinate with product and marketing to optimize the customer experience.

You will follow up on inbound leads, drive outbound prospecting, qualify needs, build business cases, and develop territory plans to meet or exceed quota, while staying aware of

Qualifications

• 3+ years in B2B SMB or Mid-Market sales.
• Proven track record meeting or exceeding targets.
• Experience engaging US customers.

Responsibilities

• Follow up on qualified inbound leads (MQLs, trial signups, demo requests) for Jira Service Management.
• Drive outbound prospecting to generate net new and expansion pipeline.
• Demonstrate the value of Jira Service Management, identifying opportunities to land new customers and upsell existing customers to drive revenue growth and maximize customer value within SMB.
• Qualify customers' needs and pain points for service management use cases in a consultative sales motion.
• Assist customers with building a compelling business case to demonstrate the value and ROI of Atlassian products and services.
• Develop and execute on territory/account plans to meet or exceed quota.
• Stay updated on industry trends, market dynamics, and competitor activities in the service management space.

Skills

Outbound prospecting

Consultative selling

US market experience

B2B sales

Communication excellence

Quota attainment

Job description

Overview

SMB Solution Sales Executives are focused on helping customers be successful in their Atlassian cloud Journey. Our main goal is to show SMB customers how Jira Service Management (JSM) can make them successful in their goals. Since we work at scale, we want the SMB Solution Sales Executives to be a champion for their customers, providing feedback to our product & engineering teams and helping us optimize our customer experience.

All of this is done in tight coordination with our Product specialists and Marketing organization. SMB Solution Sales Executives are customer-focused and creative. You can think at scale and organize resources to meet the needs of our SMB customers. You need to understand the customer buyer journey & be able to help us identify ways to optimize the Atlassian Sales Model.

Responsibilities

• Follow up on qualified inbound leads (MQL’s, trial signups, demo requests) for Jira Service Management
• Drive outbound prospecting to generate net new and expansion pipeline
• Demonstrate the value of Jira Service Management, identifying opportunities to land new customers and upsell existing customers to drive revenue growth and maximize customer value within SMB
• Qualify customers' needs and pain points for service management use cases in a consultative sales motion
• Assist customers with building a compelling business case to demonstrate the value and ROI of Atlassian products and services
• Develop and execute on territory/account plans to meet or exceed quota
• Stay updated on industry trends, market dynamics, and competitor activities in the service management space.

Compensation

This 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 .

Role

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: $116,100 - $151,575
• Zone B: $104,400 - $136,300
• Zone C: $96,136 - $125,512

Qualifications

• Fluent inEnglish and Portuguese.
• Proven experience engaging and selling to customers in the United States
• +3 years of experience in a business-to-business sales environment, growing SMB or Mid-Market accounts
• Strong outbound prospecting skills
• Excellent communication, presentation, and consultative selling skills
• Proven track record of meeting or exceeding performance targets
• Experience managing a high volume of leads and opportunities from various sources and sizes through different channels
• You have a do-it-right mentality with a sales-focused, customer-centric mindset

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.