West Coast - ServiceCollection Solution Sales Executive

Atlassian; San Francisco, Northern (CA, KY); Hybrid; USD 130,000 - 190,000; Full time

Benefits offered by this job

Health and wellbeing resources

Volunteer days

Equity opportunities

Job summary

Atlassian is seeking a high-impact, Enterprise Seller for Jira Service Management in the San Francisco area. You will own the full sales cycle—from discovery and solution design to ROI-based business cases, negotiations, and close—within a strategic territory.

Collaborate with SEs, CSMs, Marketing and Partners to drive net-new revenue and expansion while advancing cloud-first migrations. You will leverage MEDDPICC-based value selling to forecast accurately, map stakeholders, and communicate

Qualifications

• Knowledge of ITSM/ESM industry trends and best practices.
• Ability to articulate ROI and value propositions to customers.
• Experience building and executing sales motions in enterprise accounts.

Responsibilities

• Lead end-to-end JSM sales motions from discovery to close.
• Develop territory and account strategies with cross-functional teams.
• Engage customers to uncover drivers and quantify outcomes with ROI scenarios.
• Collaborate with Solution Engineers, Customer Success, Marketing and Partners to drive adoption.

Skills

ITSM knowledge

Value selling

Territory planning

Forecasting

Stakeholder collaboration

Tools

Jira Service Management

Job description

Sales | San Francisco, United States | Remote, Remote | Salt Lake City, United States | Seattle, United States | Mountain View, United States or Remote |

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.

In this role, you will:

Expert Product Selling: Act as a knowledge leader in ITSM and ESM industry trends to inform sales strategies and the positioning of Jira Service Management within the broader Atlassian platform.

Own End-to-End JSM Sales Motions: Lead the full sales cycle for JSM-focused opportunities in your territory—from prospecting and discovery through solution design, business case, negotiations, and close.

Sales Strategy Development: Collaborate with Account Executives, Account Managers, and Sales Development to develop and execute territory and account strategies that drive net new revenue and expansion across Enterprise accounts.

Customer Engagement & Value Selling: Engage with customers to deeply understand their business drivers, service management pain points, and transformation priorities. Build compelling value hypotheses and ROI cases that connect JSM to measurable outcomes (e.g., MTTR, change failure rate, agent productivity, cost per ticket).

Competitive Takeouts & Cloud Migrations: Lead competitive campaigns against incumbent ITSM vendors (e.g., ServiceNow, BMC, Ivanti) and drive cloud-first motions, including migrations from Jira Service Management Data Center to Cloud.

Cross-Functional Collaboration: Partner closely with Solution Engineers, Customer Success, Marketing, and our Partner Ecosystem to align on plays, run co-selling motions, and ensure successful customer adoption and expansion.

Forecasting & Pipeline Management: Build, manage, and accurately forecast a robust pipeline in your territory, applying MEDDPICC (or similar value-based methodology) to drive deal progression and predictability.

Field & Product Feedback Loop: Act as the voice of the customer to internal stakeholders, sharing insights on product gaps, competitive dynamics, and market trends to help shape Atlassian’s JSM roadmap and go-to-market strategy.

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.

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.

This role may also be eligible for benefits, bonuses, commissions, and equity.

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: $148,994 - $194,519

Zone B: $134,094 - $175,067

Zone C: $123,665 - $161,451

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.

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.

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