Solution Sales Executive

Atlassian; New York (NY); On-site; USD 240,000 - 600,000; Full time

Job summary

Tech Sales Jobs seeks an enterprise sales professional to lead complex solution deals for the Teamwork Collection in a large-scale environment. You will orchestrate multi-product expansions, cloud upgrades, and wall-to-wall collaboration deployments with AEs, SEs, and partner teams.

You will leverage MEDDPICC, value-led selling, and ROI/TCO business cases to drive high-ACV opportunities and accurate forecasts. Experience with Atlassian tools and AI-enabled workflows is a plus.

Qualifications

• 5–7+ years of quota-carrying B2B SaaS closing experience.
• Experience selling enterprise collaboration, work management, or productivity tools.
• Proven success in complex multi-threaded deals with senior stakeholders.

Responsibilities

• Lead end-to-end solution deals for the Teamwork Collection across multi-product expansions.
• Partner with AEs, SEs, EDO, and CS to uncover, qualify, and close high-ACV opportunities.
• Position TWC as the single system of work and win competitive displacements.
• Educate buyers on AI-native collaboration and async workflows to shorten time-to-market.
• Apply MEDDPICC and value-led selling to improve forecast and ROI/TCO models.
• Collaborate with Atlassian Partners and GSIs to expand deployments.

Skills

Quota-carrying B2B SaaS

Enterprise Collaboration / Work Mgmt

Co-Selling / Overlay Track Record

Enterprise Deal Craft

Sales Methodology Mastery

Tools

Jira

Confluence

Loom

Rovo

Job description

In This Role, You Will:

• Lead Complex Solution Deals: Drive end-to-end specialist sales cycles for the Teamwork Collection, leading multi-product expansions, Cloud Enterprise tier upgrades, and wall-to-wall collaboration deployments.

• Master Co-Selling & Orchestration: Partner closely with core Account Executives (who own the overall account relationship), Solutions Engineers (SEs), Enterprise Deal Operations (EDO), and Customer Success to uncover, qualify, and close high-ACV opportunities.

• Drive Vendor Consolidation & Tech-to-Biz Expansion: Position TWC as the single system of work, winning competitive displacements against fragmented point solutions (e.g., Asana, Monday.com, Smartsheet, Notion, Miro, Vidyard).

• Champion the AI & Async Workplace Story: Educate executive buyers on the power of AI-native team collaboration—demonstrating how Rovo agents, asynchronous video with Loom, and centralized knowledge management accelerate time-to-market and eliminate tool sprawl.

• Execute with Methodology Rigor: Apply structured qualification methodologies (MEDDPICC, Command of the Message) to inspect deal health, identify economic buyers, build ROI/TCO business cases, and maintain high forecast predictability.

• Partner with the Channel Ecosystem: Collaborate with Atlassian Solution Partners and Global System Integrators (GSIs like Accenture, Deloitte, and PwC) to accelerate customer migrations and expand deployment footprints.

Basic Qualifications (Must-Haves):

• 5–7+ years of quota-carrying B2B SaaS closing experience, with a consistent track record of meeting or exceeding annual targets ($800K–$1.5M+ ACV/ARR).

• Domain expertise in Enterprise Collaboration / Work Management: Experience selling SaaS solutions in enterprise work management, productivity, collaboration, or workflow automation.

• Collaborative Co-Selling / Overlay Track Record: Demonstrated ability to partner effectively with primary account owners, presales technical teams, and cross-functional partners in complex matrixed sales environments.

• Enterprise Deal Craft: Proven success managing multi-threaded deals involving senior stakeholders (CIO, CTO, VP of Operations, PMO Leads, Head of Digital Workplace) and navigating enterprise procurement, security, and legal reviews.

• Sales Methodology Mastery: Deep familiarity and hands-on execution using MEDDPICC (or MEDDIC) and value-led selling principles.

Preferred Qualifications (Nice-to-Haves):

• Familiarity with the Atlassian product suite (Jira, Confluence, Loom, 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.