Solution Sales Executive, ITSM / ESM — DACH (German Speaking)

Atlassian; Deutschland; Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Health and wellbeing resources

Volunteer days

Job summary

At Atlassian, we invite you to join the EMEA Solution Sales team as a Solution Sales Executive. You will drive adoption of the Service Collection across Germany, Austria, and Switzerland, partnering with Account Executives, Solution Engineers, Partners, and Marketing to deliver outcomes.

The role focuses on net-new business, strategic deal architecture, and working with partners to win, while you build relationships with IT leaders and senior stakeholders in German-speaking enterprises.

Qualifications

• Demonstrated quota-carrying enterprise sales experience in a closing role, with a focus on Service Management, ITSM/ESM, or solution selling to IT buyers.
• Proven track record of meeting or exceeding quota across complex, multi-stakeholder deal cycles.
• Senior relationship builder comfortable engaging IT leaders and senior stakeholders in mid-market and enterprise accounts.
• Exceptional communicator across executive presentations, written proposals, and commercial negotiations.
• Collaborative by nature, thrives working with extended sales teams, solution engineers, and partners.
• MEDDPICC familiarity or equivalent enterprise sales methodology.

Responsibilities

• Drive ITSM/ESM sales growth with a clear territory and account plan across the DACH region.
• Build and develop relationships with IT leaders and service management decision-makers in German-speaking enterprises.
• Lead end-to-end sales cycles across new lands and expansions, managing complex, multi-stakeholder deals.
• Co-sell with solution partners and GSIs to extend reach and accelerate pipeline.
• Feed customer insights back to Product, Marketing, and Engineering.
• Forecast accurately and maintain clear deal visibility.

Skills

Quota-carrying sales

Senior stakeholder relationships

Excellent communicator

Collaborative by nature

MEDDPICC familiarity

Fluent German & English

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, Atlassians 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.

Overview

Atlassians can choose where they work – whether in an office, from home, or a combination of the two. That way, Atlassians 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. For this role and our business requirements, we welcome applicants from all regions of Germany.

Responsibilities

The Story: Redefining Service Management for the Enterprise

The best companies are moving beyond legacy ITSM tools to modern, AI-powered service management platforms that break down silos between IT, HR, Legal, and beyond - unlocking speed, efficiency, and better experiences for employees and customers alike. At Atlassian, we're building the definitive Service Management platform. Our Atlassian Service Collection unifies ITSM and ESM capabilities - supercharged by Rovo, Atlassian's AI platform - to intelligently triage requests, surface knowledge instantly, automate repetitive workflows, and help agents resolve issues faster. This isn't AI bolted on; it's AI built into the heart of how service gets delivered. As a specialist in this space, you'll be at the centre of this transformation - helping organisations across the DACH region unlock what's possible when AI becomes core to their service operations.

Your Future Team

We're looking for an experienced Solution Sales Executive to join our EMEA Solution Sales team, reporting to the Manager of Solution Sales, Service Collection. You'll drive adoption of our Service Collection across mid-market and enterprise accounts in Germany, Austria, and Switzerland - working closely with Account Executives, Solution Engineers, Partners and Alliances, and Product and Marketing teams to deliver exceptional customer outcomes. This is a solution-focused role with a strong emphasis on net-new business, building partnerships, and collaborating with partners to win.

Why join this team?

• Be the ITSM/ESM Expert: You're the Subject Matter Expert and primary advocate for Atlassian's Service Management capabilities in DACH - helping define how Atlassian wins in the AI-powered service space within the German-speaking market.
• The "Best of Both Worlds": The stability and brand equity of Atlassian, with the speed and focus of a specialised, high-growth unit.
• Strategic Deal Architecture: Partner with Account Executives to architect complex, enterprise-wide service transformations - not high-volume transactional sales.

The Mission

• Report to: Manager of Solution Sales, Service Collection
• Portfolio: The Service Collection - ITSM and ESM capabilities across Atlassian's platform
• Goal: Establish Atlassian as the leader in AI-powered enterprise service management across the DACH region, driving net-new adoption and partner-led growth

What You'll Do

• Drive ITSM/ESM sales growth with a clear territory and account plan across the DACH region
• Build and develop relationships with IT leaders and service management decision-makers in German-speaking enterprises
• Lead end-to-end sales cycles across new lands and expansions, managing complex, multi-stakeholder deals
• Co-sell with solution partners and GSIs to extend reach and accelerate pipeline
• Feed customer insights back to Product, Marketing, and Engineering
• Forecast accurately and maintain clear deal visibility

Qualifications

• Demonstrated quota-carrying enterprise sales experience in a closing role, with a focus on Service Management, ITSM/ESM, or solution selling to IT buyers
• Proven track record of meeting or exceeding quota across complex, multi-stakeholder deal cyclesSenior relationship builder - comfortable engaging IT leaders and senior stakeholders in mid-market and enterprise accounts
• Exceptional communicator - effective across executive presentations, written proposals, and commercial negotiations
• Collaborative by nature - thrives working with extended sales teams, solution engineers, and partners
• MEDDPICC familiarity or equivalent enterprise sales methodology
• Fluent in German and English (required)

Compensation

At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. Base pay is set within range based on skills, knowledge, and experience. This role may also be eligible for benefits, bonuses, commissions, and equity.

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.