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Solution Sales Executive, JSM, Strategic Accounts

Atlassian · United States · 2 mo ago
RemoteRemoteBusiness Development$182k–$237k/yrFull-time

Atlassians can choose where they work – whether in an office, from home, or a combination of the two. We can hire people in any country where we have a legal entity.

Responsibilities

  • Serve as Subject Matter Expert in IT Service Management (ITSM) and Enterprise Service Management (ESM), supporting both internal core selling teams, prospects, and customers.
  • Collaborate with Core Account Executives (AEs) who manage the overall account relationship, while you "own" the JSM-specific sales cycle.
  • Own the sales cycle for Service Collection and Jira Service Management (JSM), focusing on high-value opportunities (typically >201 agent tier or >500 seats), and ensure quality and expertise throughout the process.
  • Generate pipeline and win deals in target accounts, including leading competitive replacements. Sales pipeline generation is an integral part of your job responsibility along with building relationships and co-selling with your core account executive and partners.
  • Support, lead, own, and drive all service management and automation opportunities.
  • Collaborate closely with Solution Engineers, Partner Management, Marketing, and other go-to-market teams to drive awareness, pipeline, and customer success.
  • Focus on Cloud growth, with a strategic priority to transition customers from Data Center to Cloud, and build a robust pipeline to support this initiative.
  • Provide exceptional service to both customers and internal stakeholders, acting as trusted advisors to build and create "Customer Evangelists".
  • Maintain a teaming attitude with all internal teammates and peers, including helping to onboard and support new hires.

Qualifications

At Atlassian, we follow consistent hiring practices and account for each candidate's skills, knowledge, and experience when setting base pay within the range. This role may also be eligible for benefits, bonuses, commissions, and equity.

Pay

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: $181,600 - $237,171
  • Zone B: $163,800 - $213,850
  • Zone C: $151,200 - $197,400

Commission Structure: Competitive Base Salary and Commissions. SSEs are typically on a commission plan tied to Net New ACV (Annual Contract Value) for their specific collection (in this case, the Service Collection/JSM).

Equity (RSUs): In addition to OTE, P60 roles receive significant equity grants. For new hires in the US at this level, RSU grants vest over 4 years.

OTE Mix: While some specialized roles use a 60/40 split, the 55/45 split is common for Solution Sales Executives to balance their role as both a subject matter expert and a "Hunter" for new business.

Benefits

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 more.

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