Account Executive - WX (Work Transformation)

What You'll Do

• Drive the entire sales cycle from first conversation to close across WX's service lines: agile transformation, ITSM, digital workplace, and AI-enabled work management
• Develop and maintain a pipeline at 3x quota target
• Help clients define and execute work transformation strategies: modern ways of working, AI adoption (including Rovo), and measurable gains in productivity and employee experience
• Understand a client's operational challenges and pain points, and translate them into the right combination of advisory, implementation, and managed services
• Position Atlassian (Jira, Confluence, Jira Service Management, Rovo) as the platform of choice for enterprise work transformation and know when a complementary platform or partner product belongs in the conversation
• Build genuine, partner-of-choice relationships with Atlassian sales, channel, and alliance teams through joint planning, QBRs, and co-sell motions
• Coordinate proposals, deal structuring, and a clean handoff to delivery once a deal closes
• Show up at Atlassian ecosystem events — Team, community events, user groups — and other industry conferences to build relationships and pipeline
• Show qualification discipline and a mutual close plan to every deal; don't let deals stall
• Help shape WX's go-to-market strategy by flagging what you're hearing in the market and in client discussions
• Use CRM and sales intelligence tools (Salesforce, Gong, etc.) to work efficiently at scale
• Deliver accurate, timely forecasting and pipeline reporting to practice leadership
• Hit the numbers: partner meetings, prospect meetings, pipeline generated, services revenue booked

Qualifications and Skills

• 5+ years selling consulting or transformation services
• Direct experience selling Atlassian-related services at a Solution Partner, ISV, or Atlassian itself strongly preferred
• Comfortable positioning advisory and implementation services in enterprise environments where speed, AI adoption, and business value are the differentiators
• Able to talk through a multi-year Atlassian adoption roadmap as a natural part of the sales conversation, not a side pitch
• Working knowledge of agile transformation, ITSM, digital workplace design, and AI-enabled work management
• Strong communicator and presenter who builds trusted relationships with clients and partners alike
• Proactive, self-directed, and results-oriented — you don't wait to be handed pipeline
• Track record building pipeline from scratch and growing strategic accounts
• Comfortable operating in complex, globally distributed enterprise environments